AWS Sales Executive

ServiceNow•Orlando, FL

About The Position

ServiceNow is seeking a highly motivated leader and team player to accelerate and scale growth of its AWS business, focused on enterprise customers in the Insurance and Wealth Management industries. The role is responsible for sales quota attainment and pipeline forecasting, building close relationships with customers, AWS, and ServiceNow field sellers, and leading virtual teams across solution sales, solution consulting, partners, product, and operations. This strategic role combines sales execution, strategy, and hands-on problem solving. The successful candidate will develop and execute plans to grow AWS revenue with existing customers and land new enterprise customers. They will build senior-level relationships, deliver results in a fast-paced and changing cross-functional environment, demonstrate strong business acumen and communication, negotiate complex contracts, and influence large purchase decisions. The position is located on the East Coast to manage the AMS and Western EMEA territory, with travel of up to 50%. The work persona is flexible or remote.

Requirements

10+ years of experience in large client management and aligning account strategies to revenue opportunities.
5+ years of experience as a Client Director or in an equivalent role, with validated multi-million-dollar sales solutions experience and executive-level relationship management.
Previous sales experience in IT Service Management, HR, Security Operations, Customer Service, and IT Operations Management within software or IT sales organizations.
Ability to understand broad, macro-level business and IT needs of large, well-known brands.
Must be located on the East Coast to manage the AMS and Western EMEA territory.
Strong track record of consistently meeting or exceeding sales targets.
High energy, enthusiasm, and passion for the business.
Excellent understanding of growing and sustaining businesses in a highly competitive and changing marketplace.
Comfort with ambiguity and complexity, ability to think across multiple levels of abstraction, and use of critical thinking techniques.
Excellent spoken and written communication, interpersonal, and relationship-building skills.
Experience leading virtual and matrixed teams.
Willingness to travel up to 50%.

Nice To Haves

Career experience at ServiceNow and/or AWS preferred.
ServiceNow platform training is a plus but not required.
AWS Cloud Practitioner training is a plus but not required.

Responsibilities

Create a sales plan with Americas and Western EMEA leadership to drive AWS business growth and execute it to close sales.
Build trusted, multi-tiered relationships throughout customer organizations, from business-unit teams to CxO level.
Work with ServiceNow solution teams to develop solutions aligned with customers’ strategic outcomes.
Manage relationships among ServiceNow, AWS, and executive-level customers.
Present the value of the partnership and promote joint innovation use cases.
Negotiate complex contracts.
Build mindshare with AWS field sales leadership and account teams to drive sales.
Develop a roadmap across customer, AWS, and ServiceNow teams to promote an outstanding customer experience.
Keep customers at the center of the work and deliver high-value outcomes.
Ensure alignment with Value Selling (including Value Prompter), NowSell principles, and partner three-way sales.
Lead strategic projects to facilitate hyperscaler adoption across ServiceNow, including operations, finance, reporting, enablement, and deal desk.
Provide weekly pipeline reporting and progress updates, and manage customer references and deal registration.
Work with marketing to plan events, secure public customer references, and drive customer engagement, including stage presence at major events.
Meet sales quotas and forecast pipeline.