ServiceNow IRM-GRC Sales Executive

Crowe•Tallahassee, FL

20h

About The Position

About the Team The ServiceNow Risk Management Sales Team at Crowe focuses on helping organizations modernize and strengthen their governance, risk, and compliance operations using the ServiceNow platform. The team works closely with clients to understand their risk, compliance, audit, and regulatory challenges and identify opportunities to improve visibility, automate processes, and enhance decision-making through solutions such as Policy and Compliance Management, Risk Management, Audit Management, Third-Party Risk Management, and Business Continuity and Operational Resilience. By partnering with solution architects, alliance teams, and delivery consultants, the sales team develops tailored ServiceNow IRM solutions that help clients reduce risk, improve compliance execution, and support enterprise transformation initiatives across a range of industries. About the Role The Senior Manager – Risk Management Sales is a market-facing sales leader responsible for driving growth of Crowe’s ServiceNow Risk Management (IRM/GRC) solutions. This role leads pipeline development, strategic account expansion, and pursuit execution for complex ServiceNow Risk Management engagements. The Senior Manager works closely with client executives to understand business, risk, and regulatory challenges and develop ServiceNow-based solutions that improve governance, compliance, audit, and enterprise risk visibility. This role collaborates with account teams, practice leadership, alliance partners, and delivery teams to position Crowe as a trusted advisor and strategic ServiceNow partner. The Senior Manager is responsible for leading opportunity strategy, supporting proposal development, and guiding pursuits through close while contributing to the continued growth of Crowe’s ServiceNow Risk practice.

Requirements

5+ years of experience in ServiceNow consulting, risk transformation, compliance transformation, or enterprise technology-enabled advisory.
10+ years of experience in business development, sales leadership, or account growth roles.
Demonstrated success meeting or exceeding sales quotas and generating new business pipeline in enterprise or consulting environments.
Demonstrated success leading and closing complex, multi-workstream ServiceNow IRM/GRC deals.
Experience leading large enterprise pursuits involving multiple stakeholders, delivery teams, and solution components.
Strong understanding of ServiceNow IRM/GRC capabilities including Policy and Compliance Management, Risk Management, Audit Management, Third-Party Risk Management, Business Continuity, and advanced risk reporting.
Experience developing executive-level proposals, statements of work, and pricing models.
Proven ability to engage and influence C-suite stakeholders.
Strong understanding of governance, risk, compliance, and internal audit principles, including common regulatory and control frameworks.
Experience operating within consulting or professional services environments.
Experience collaborating with ServiceNow field sales teams and alliance partners to pursue joint opportunities.

Nice To Haves

Bachelor’s degree in Business, Information Systems, Accounting, Risk Management, Cybersecurity, or related field.
Experience managing pipelines, forecasting, and opportunity tracking within CRM systems (e.g., Salesforce).
ServiceNow certifications (CSA, CIS-Risk and Compliance, or higher).
Certifications or familiarity with industry frameworks such as SOX, SOC, ISO, NIST, HIPAA, PCI, or related risk and compliance standards.
Familiarity selling adjacent ServiceNow capabilities such as ITSM, ITOM, SecOps, Employee Workflows, or Customer Workflows.
Experience leading strategic alliance relationships with ServiceNow or comparable SaaS platforms.
Experience collaborating with ServiceNow account executives, solution consultants, and partner managers in joint sales pursuits.
Experience selling ServiceNow solutions within regulated industries such as financial services, healthcare, or public sector.
Demonstrated success managing multi-million-dollar pipeline and revenue targets.
Experience representing organizations in industry events, client roundtables, or ServiceNow ecosystem forums.
Executive presence and strong storytelling ability.
Strategic thinker with strong commercial acumen.
Ability to lead cross-functional teams in high-pressure pursuit environments.
Skilled negotiator with experience structuring complex services deals.
Results-oriented with strong accountability for revenue growth and client satisfaction.

Responsibilities

Revenue & Sales Leadership Own Risk Management sales targets, pipeline development, and revenue growth within assigned industries, accounts, or regions.
Generate net-new pipeline through industry relationships, ecosystem partnerships, thought leadership, and proactive market engagement.
Lead end-to-end sales cycles for complex ServiceNow IRM/GRC pursuits, from opportunity identification through contract execution.
Develop and execute account strategies to expand Risk Management footprint within existing clients and penetrate new logos.
Shape multi-year transformation roadmaps that align ServiceNow IRM capabilities to client business outcomes.
Lead large, strategic proposal responses including solution positioning, pricing strategy, value articulation, and executive presentations.
Position Crowe competitively against other ServiceNow partners by highlighting risk advisory expertise, differentiated delivery capabilities, and platform innovation.
Strategic Client Engagement Build and maintain C-level and senior executive relationships across risk, compliance, audit, technology, and security functions, including CROs, CIOs, CISOs, Risk Officers, Compliance Leaders, and Internal Audit executives.
Position Crowe as a trusted advisor by aligning ServiceNow Risk Management solutions to enterprise transformation, regulatory, and operational resilience initiatives.
Lead executive workshops, discovery sessions, and value engineering conversations.
Articulate ROI, business case justification, and transformation value in measurable terms.
Representing Crowe in industry events, ServiceNow ecosystem forums, and client roundtables to strengthen market presence and generate new opportunities.
Solution & Offering Leadership Partner with delivery and practice leaders to shape scalable, industry-aligned Risk Management offerings.
Collaborate with solution architects and delivery leaders to shape scalable ServiceNow IRM/GRC solutions aligned with platform best practices, regulatory requirements, and Crowe delivery standards.
Drive integration of Risk Management with adjacent ServiceNow modules such as ITSM, SecOps, CMDB, CSM, and HRSD where appropriate to expand client value and platform adoption.
Collaborate with the ServiceNow alliance team to align co-selling motions, joint campaigns, and strategic opportunities.
Develop strong relationships with ServiceNow field sales teams to identify co-sell opportunities and jointly pursue strategic accounts.
Go-To-Market & Practice Growth Contribute to Risk Management go-to-market strategy, messaging, and campaign development.
Identify emerging market trends, regulatory developments, and ServiceNow platform innovations to refine positioning and offerings.
Help shape and package Risk Management offerings, accelerators, and industry-specific solutions.
Mentor Managers and Business Development professionals in sales strategy and deal execution.
Support recruiting, talent development, and capability expansion aligned with revenue growth goals.
Deal Governance & Execution Oversight Lead deal reviews, pricing approvals, and risk assessments for large ServiceNow IRM/GRC engagements.
Ensure smooth transition from sales to delivery through structured handoff and executive alignment.
Maintain executive visibility into pipeline health, forecast accuracy, and revenue performance.
Maintain accurate opportunity tracking, pipeline management, and revenue forecasting within CRM systems to support sales discipline and leadership reporting.