Sr Enterprise Account Exec - State and Local Government
About The Position
The Senior Enterprise Account Executive produces new business sales revenue through a SaaS license model. The role covers a defined geographic territory of State and Local Government accounts and involves account and territory planning, prospect research, business development strategies, and field-based sales activities. The position develops relationships with C-suite stakeholders across product sales, coordinates account strategy and relationship mapping, and leads a broad virtual account team that may include Solutions Consultants, Solutions Specialists, Success resources, Partners, and Marketing. The Account Executive serves as a trusted advisor by understanding customer businesses and advising on how ServiceNow can support their IT roadmaps, while identifying appropriate specialist and support resources for deals.
Requirements
- Consistent history of success selling software to State and Local Government.
- 10+ years of sales experience within an enterprise software 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.
- Experience achieving sales targets.
- Ability to leverage or critically think about integrating 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.
- Ability to understand the bigger picture and the company’s plans around IT.
- Willingness to travel up to 50%.
Responsibilities
- Produce new business sales revenue from a SaaS license model.
- Plan accounts and territories, research prospective customers, use business development strategies, and conduct field-based sales activities within a defined geographic territory of State and Local Government accounts.
- Develop relationships with multiple C-suite stakeholders, such as CFOs, CIOs, COOs, and CDOs, across product sales.
- Oversee client relationship mapping to the account team and orchestrate account strategy.
- Lead a broad virtual team that includes Solutions Consultants, Solutions Specialists, Success resources, Partners, and Marketing.
- Serve as a trusted advisor by understanding customers’ businesses and advising how ServiceNow can support their IT roadmaps.
- Identify the right specialist and support resources to bring into a deal at the right time.
- Produce new business, negotiate deals, and maintain healthy C-level relationships.
- Achieve sales targets.
- Promote a customer success focus in a team-oriented environment.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
