Sr. Solution Sales Executive

ServiceNow•Kirkland, WA

About The Position

Drive new business sales revenue for ServiceNow’s OT/Cyber-Physical Systems portfolio—including Armis OT visibility and security, Cyber Asset Security, and USEM for OT—within state and local government accounts across the US West territory. The role involves account and territory planning, prospect research, business development strategy, and field-based sales execution against a defined set of accounts. The position develops relationships with OT and cybersecurity leaders, builds account strategies with a broad virtual team, and advises customers on how the OT security portfolio fits their broader security and asset management roadmaps. The executive also identifies and engages specialist resources, particularly for OT/ICS security and Armis expertise.

Requirements

7+ years of sales experience within a software or solutions sales organization.
Prior US Government sales experience (State, Local, or Federal).
Experience selling cybersecurity, cyber-physical systems, or asset security solutions.
Knowledge of and experience selling into state and local government or critical infrastructure sectors.
Experience establishing trusted relationships with current and prospective clients and cross-functional teams.
Ability to produce new business, negotiate deals, and maintain healthy relationships with senior security and operations stakeholders.
Track record of overachieving sales targets.
Ability to understand customers’ OT/IT convergence and security strategy and communicate it commercially and technically.
Experience promoting a customer-success focus in a team-oriented environment.
Experience leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving.

Nice To Haves

Experience selling OT/ICS security solutions, such as Claroty, Nozomi, or Tenable.

Responsibilities

Drive new business sales revenue for ServiceNow’s OT/Cyber-Physical Systems portfolio across state and local government accounts in the US West territory.
Plan accounts and territories, research prospects, develop business strategies, and execute field-based sales activities across assigned accounts.
Develop relationships with OT and cybersecurity leaders, including CISOs, OT Security leaders, Plant/Facility Operations leaders, and Critical Infrastructure Program Owners.
Build and lead account strategy with Client Directors, Solution Consultants, Armis specialists, Partners, and Marketing to coordinate coverage of IT and OT stakeholders.
Understand customers’ OT/cyber-physical risk posture and regulatory obligations, and advise on how ServiceNow’s OT security portfolio fits their security and asset management roadmap.
Identify and engage appropriate specialist or support resources, particularly OT/ICS security and Armis subject-matter experts.
Produce new business, negotiate deals, and maintain relationships with senior security and operations stakeholders.
Promote customer success and team-oriented collaboration.