Sr Enterprise Account Exec, Cybersecurity (SLED)

ServiceNow•Philadelphia, PA

2d•Remote

About The Position

This role is responsible for producing new business sales revenue from a SaaS license model within the State, Local, and Education (SLED) sector, focusing on cybersecurity solutions. The individual will achieve this through comprehensive account and territory planning, prospect research, business development strategies, and field sales activities. The company, ServiceNow, is a leader in AI-powered business transformation, and this role is part of the Armis from ServiceNow initiative, which aims to protect the entire attack surface and manage cyber risk in real-time. This initiative integrates ServiceNow's security and risk capabilities with Veza's identity security to create an autonomous defense platform for the Agentic Enterprise.

Requirements

10+ years of sales experience within a software or solutions sales organization on a SLED-focused team.
Experience selling cybersecurity products.
Experience establishing trusted relationships with current and prospective clients and other teams.
Experience producing new business, negotiating deals, and maintaining healthy C-Level relationships.
Experience achieving sales targets.
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.
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

Produce new business sales revenue from a SaaS license model.
Develop account plans and territory plans.
Research prospect customers.
Utilize business development strategies.
Complete field-based sales activities within a defined set of prospects, territory, or vertical.
Develop relationships with multiple C-suite personas (e.g., CISO, CFO, CIO, COO, CDO) across all product sales.
Oversee client relationship mapping to the account team.
Orchestrate an account strategy while leading across a broad virtual team (Solutions Consultants, Solutions Specialist, Success resources, Partners and Marketing, etc.).
Act as a trusted advisor to customers by understanding their business and advising on how ServiceNow can help their IT roadmap.
Identify and engage the right specialist/support resources to bring into a deal at the appropriate time.