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Solution Sales Executive
2 months ago
We are seeking a seasoned sales executive to spearhead market success for our Industry Businesses under Customer & Industry Workflows. As a key member of our Solution Sales team, you will drive growth strategy, enhance solution sales capabilities, and orchestrate cross-functional ecosystem efforts to build a robust sales pipeline and capture market opportunities.
Key Responsibilities- Customer & Industry Focus: Develop and maintain strong relationships with key accounts, priority customers, partners, and the industry at large. Align as Executive Sponsor on key accounts and meet revenue targets.
- GTM Strategy Development: Apply a business owner mindset to build and execute growth strategies in partnership with product, sales, and cross-functional business partners to establish ServiceNow as the leader in this space.
- Solution Sales Specialist 'Force Multiplier': Partner with global cross-functional teams to drive growth priorities, including demand generation, sales play construction, customer events, and help geo-aligned solution sales specialist teams to ensure effective adoption and execution of strategies, plays, and activities.
- Thought Leader & GTM Voice: Earn trusted advisor status across the organization and externally through deep domain expertise and innovative thinking. Represent the Workflow in global forecast calls, quarterly product reviews, acquisition considerations, and various GTM planning activities from a sales perspective.
- Market Insights: Analyze the business to support proactive strategy development, opportunity discovery, and get-well initiatives. Bridge market insights and intelligence to shape product pricing and packaging for GTM success; lead the field in providing product feedback and to inform the business unit roadmap.
- Specialist Community Development: Foster and expand the specialist sales community and culture, define enablement priorities, and ensure competitive readiness for your business.
- Long-Range Planning: Provide industry expertise and consultation for long-range and annual planning efforts, including growth objectives, prioritization, enablement needs, demand gen, sales incubation approaches, and other critical sales activities.
- Matrixed Team Leadership: Lead and inspire a geographically dispersed, x-functional team dedicated to workflow GTM success and delivering on revenue targets.
- Sales Evangelism: Actively represent the portfolio in customer and partner-facing events, as well as executive briefings.
- Alliances and Channel Ecosystem Collaboration: Collaborate with the ACE organization to develop GTM partners for workflow growth objectives.
- Multi-Workflow Strategies: Work in partnership with Global WF Leaders and BU GTM peers to develop multi-workflow strategies.
- Business Development Strategies: Create and execute strategies for building a healthy pipeline, driving growth, and fostering innovation.
- 5+ years' experience in Industry Solution sales, business development, and GTM strategy.
- Proven enterprise software sales experience in a large, global, matrixed sales organization, with specialist sales experience preferred.
- Demonstrated success partnering with senior product leaders to build and grow businesses.
- Expert sales, industry, and product knowledge related to the XYZ business.
- Excellent communication skills with the ability to influence at all levels.
- Experience presenting to large internal and external audiences, including customer and partner events.
- Strong understanding of customer buying preferences, market dynamics, and key drivers to craft effective sales GTM strategies.
- Consistent track record of meeting and exceeding team quotas.
- Strong knowledge of sales techniques, customer interaction, and customer relations.
- Proficient in forecasting, financial metrics, ROI assessment, and market insights analysis.
- Proven track record of selling to large enterprise-level customers and established relationships at the C-suite level.
- Strong organizational, communication, teamwork, presentation, problem-solving, and time management skills.
- Experience in inspiring global, matrixed teams to follow best practices.
- Self-starter with a collaborative 'win as a team' approach.
- Global role or international experience is a plus.
