Sr Enterprise Account Exec, Cybersecurity (SLED)

ServiceNow•Vienna, VA

3d•Hybrid

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. The individual will achieve this through strategic account and territory planning, researching prospective customers, employing business development strategies, and conducting field-based sales activities within a defined set of prospects, territory, or vertical. The role involves developing relationships with C-suite personas, orchestrating account strategies with a virtual team, and acting as a trusted advisor to customers by understanding their business needs and advising on how ServiceNow can support their IT roadmap. The position also requires identifying and engaging the right specialist/support resources for deals at the appropriate 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.
10+ years of sales experience within 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.
Ability to produce 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.

Responsibilities

Produce new business sales revenue from a SaaS license model.
Develop relationships with multiple C-suite 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 customers by understanding their business and advising on how ServiceNow can help their IT roadmap.
Identify the right specialist/ support resources to bring into a deal, at the right time.