Sr CRM Account Executive - SLED (Higher ED) - NorCal

ServiceNow•Santa Clara, CA

3d•$130,650 - $190,550

About The Position

The Sr CRM Account Executive (CRM Prime AE) is an experienced sales role focused on transforming customers’ businesses through ServiceNow CRM solutions. The role involves leading discovery, applying value-based selling, and delivering measurable business outcomes based on customer priorities and use cases. The account executive should be technically fluent enough to present and demonstrate solutions and build customer confidence in investing in ServiceNow CRM. The role sells to line-of-business owners in call center and customer service, field operations, Revenue Operations, and Sales organizations. It develops executive relationships and account and territory plans, coordinates account strategy across a broad virtual team, advises customers on how ServiceNow CRM can support their goals, and holds Customer Business Reviews to assess use cases, objectives, adoption, and expansion opportunities. Travel of up to 50% is expected.

Requirements

10+ years of sales experience within a software or solutions sales organization.
Experience establishing trusted relationships with current and prospective clients and other teams.
Experience producing new business, negotiating deals, and maintaining healthy C-level relationships.
Track record of high quota attainment and consistently meeting annual sales targets.
Experience leveraging or critically thinking about integrating AI into work processes, decision-making, or problem-solving.
Experience promoting a customer-success focus in a “win as a team” environment.
Willingness to travel up to 50%.

Responsibilities

Sell to line-of-business owners in call center and customer service, field operations, Revenue Operations, and Sales organizations.
Build relationships with customer executives and decision makers, and understand their CRM priorities and purchasing processes.
Develop account and territory plans identifying priority customers, growth opportunities, and actions to pursue them.
Oversee client relationship mapping and orchestrate account strategy while leading a virtual team that includes Sales Specialists, Solutions Consultants, Success resources, Partners, and Marketing.
Serve as a trusted advisor by understanding customers’ businesses and advising how ServiceNow CRM can help achieve their goals.
Hold Customer Business Reviews to understand business use cases and objectives, assess customer adoption, and identify expansion opportunities.
Lead discovery sessions, use value-based selling, and present and demonstrate ServiceNow CRM solutions to customers.