Sr Enterprise Account Exec ( Armis / Veza )

ServiceNow•Washington, DC

About The Position

The Senior Enterprise Account Executive will generate new business sales revenue through a SaaS licensing model. The role involves account and territory planning, researching prospective customers, applying business development strategies, and conducting field-based sales activities within an assigned prospect set, territory, or vertical. The executive will build relationships with C-suite stakeholders across product sales, lead account strategy and relationship mapping, coordinate a broad virtual account team, and serve as a trusted advisor by understanding customers' businesses and IT roadmaps. They will identify and engage appropriate specialist and support resources throughout the deal cycle. The position supports sales of Armis and Veza capabilities as part of ServiceNow’s security offerings.

Requirements

10+ years of sales experience within software, cybersecurity, or a solutions sales organization.
Ability to build and maintain relationships with senior executives and technical teams at major firms such as Raytheon, HII, L3/Harris, and BAE Systems.
Experience establishing trusted relationships with current and prospective clients and other teams.
Experience producing new business and negotiating deals.
Experience maintaining healthy C-level relationships.
Experience achieving sales targets.
Ability to understand the bigger picture and the company's plans around IT.
Experience promoting a customer-success focus in a team-oriented environment.
Willingness to travel up to 50%.

Responsibilities

Generate new business sales revenue through a SaaS license model.
Plan accounts and territories, research prospective customers, and use business development strategies.
Conduct field-based sales activities within a defined set of prospects, territory, or vertical.
Develop relationships with multiple C-suite personas, including CFO, CISO, CIO, COO, and CDO.
Map client relationships to the account team and orchestrate account strategy across a broad virtual team.
Coordinate Solutions Consultants, Solutions Specialists, Success resources, Partners, Marketing, and other team members.
Act as a trusted advisor by understanding customers' businesses and advising on how ServiceNow can support their IT roadmaps.
Identify and involve the appropriate specialist and support resources at the right time in a deal.
Produce new business, negotiate deals, and achieve sales targets.
Apply or evaluate AI in work processes, decision-making, or problem-solving.