Mission Account Manager - US Air Force

ServiceNow•Vienna, VA

19d•Remote

About The Position

You will be responsible for driving expansion and new demand within the US Air Force territory. You will accomplish this through account planning, territory planning, researching prospect customers, using business development strategies and completing field-based sales activities to senior leadership within the DAF. What you get to do in this role: Develop relationships with multiple Cabinet Level and Sr Leadership personas (e.g., CFO, CIO, COO, CDO) across all product sales Oversee client relationship mapping to the account team, orchestrating an account strategy across a broad virtual team (Solutions Consultants, Solutions Specialist, Success resources, Partners and Marketing, etc.) Be a trusted advisor to your customers by understanding their business and advising on how ServiceNow can help help their IT roadmap Identify the right specialist/ support resources to bring into a deal, at the right time

Requirements

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.
A proven track record of taking an existing Program of Record (PoR) and growing it substantially (expanding footprints vs. just managing renewals).
Experience managing 7 to 8-figure programs.. While Air Force is preferred, candidates from Army or Navy programs will be considered wit demonstrated "programmatic skill set."
Experience establishing trusted relationships with current and prospective clients and other teams
Experience producing new business, negotiate deals, and maintain healthy C-Level relationships
Experience achieving sales targets
The ability to understand the "bigger picture" and our plans around IT
Experience promoting a customer success focus in a "win as a team" environment
Willingness to travel up to 50%

Responsibilities

Develop relationships with multiple Cabinet Level and Sr Leadership personas (e.g., CFO, CIO, COO, CDO) across all product sales
Oversee client relationship mapping to the account team, orchestrating an account strategy across a broad virtual team (Solutions Consultants, Solutions Specialist, Success resources, Partners and Marketing, etc.)
Be a trusted advisor to your customers by understanding their business and advising on how ServiceNow can help help their IT roadmap
Identify the right specialist/ support resources to bring into a deal, at the right time