Enterprise Sales Associate

ServiceNow•Waltham, MA

About The Position

Candidate must be located in or nearby Vienna, VA, San Diego, CA or Waltham, MA. This position reports to: Sr Mgr, ESA The Enterprise Sales Associate is part of the global Digital GTM organization and will team with Account Executives (AE) to drive new sales revenue. The Enterprise Sales Associate has two key functions: 1) Drive business to close in existing, under-penetrated and suspect Enterprise accounts; 2) Source net new opportunities into current customers and suspects through prospecting efforts. In driving these opportunities to close, ESAs will build quotes and proposals, create strategic account plans, run business reviews and work alongside the greater account team comprised of the Account Executive, Solution Consultant, Solution Sales Executive, Renewal Account Manager and Customer Success. The Enterprise Sales Associate role plays a key role in being a part of ServiceNow’s next generation of sales talent through a structured development and promotional path. Every day, you’ll get to: Learn from experienced Sales professionals by being part of the team and driving large Enterprise accounts through every stage of the selling process and customer journey Create formal networks with key decision makers and continually build a strong understanding of all aspects of the selling process Prospect under-penetrated Enterprise accounts and/or cross-sell applications on an ever-growing platform Provide ‘on demand’ sales support to customers Support Customer Success Managers and Renewal Reps to ensure health and retention of customers Be a trusted advisor to your customers by understanding their business and advising on how ServiceNow can help their digital transformation roadmap Identify the right specialist/ support resources to bring into a deal, at the right time Drive sales process management, opportunity closure, and ongoing account management to ensure customer satisfaction and help drive additional revenue streams Invest in yourself by continuing to develop your skills through formal training, coaching and feedback

Requirements

Sales Experience: Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry
Must have 1+ year/s of Sales or Entrepreneurial experience, preferably in B2B sales targeting enterprise-level accounts
A proven track record of driving revenue and consistently meeting or exceeding sales quotas
Familiarity with the entire sales cycle, including sales pipeline management, revenue forecasting, lead qualification, proposal development, negotiation, and closing deals
Relationship Management Skills: Demonstrated ability to build relationships with decision-makers at large enterprises, including VP-level executives, IT leaders, and business stakeholders
Strong negotiation and relationship-building skills, engaging at various levels within enterprise accounts
Customer-Centric Approach: Demonstrated ability to understand customer pain points and translate them into specific solutions with measurable business outcomes
Strong follow-up skills to ensure customer satisfaction and continued success post-sale
Professional Growth Mindset: Hungry & hardworking, self-motivated, results-driven, and goal-oriented with a strong desire to succeed
Open to coaching, feedback, and continuous sales skills and technical knowledge improvement

Responsibilities

Learn from experienced Sales professionals by being part of the team and driving large Enterprise accounts through every stage of the selling process and customer journey
Create formal networks with key decision makers and continually build a strong understanding of all aspects of the selling process
Prospect under-penetrated Enterprise accounts and/or cross-sell applications on an ever-growing platform
Provide ‘on demand’ sales support to customers
Support Customer Success Managers and Renewal Reps to ensure health and retention of customers
Be a trusted advisor to your customers by understanding their business and advising on how ServiceNow can help their digital transformation roadmap
Identify the right specialist/ support resources to bring into a deal, at the right time
Drive sales process management, opportunity closure, and ongoing account management to ensure customer satisfaction and help drive additional revenue streams
Invest in yourself by continuing to develop your skills through formal training, coaching and feedback