Sr Enterprise Account Exec - Higher Education

ServiceNow•Vienna, VA

16h•Hybrid

About The Position

This role is responsible for producing new business sales revenue from a SaaS license model. This will be accomplished through account planning, territory planning, researching prospect customers, using business development strategies and completing field-based sales activities within a defined set of prospects, territory or vertical. The individual will develop relationships with multiple C-suite personas (e.g., CFO, CIO, COO, CDO) across all product sales. They will oversee client relationship mapping to the account team, orchestrating an account strategy while leading across a broad virtual team (Solutions Consultants, Solutions Specialist, Success resources, Partners and Marketing, etc.). The role requires being a trusted advisor to customers by understanding their business and advising on how ServiceNow can help their IT roadmap, and identifying the right specialist/ support resources to bring into a deal, at the right time.

Requirements

Experience and success selling software to Higher Education vertical.
10+ years of sales experience within software OR solutions sales organization.
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.
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.

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 while leading 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.