Senior Solution Sales Executive - Industrial Connected Workforce

Company Description
It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today - ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.
Job Description
We are seeking a high-impact Solution Sales Executive to drive adoption of the new Industrial Connected Workforce (ICW) product across the production environments at large industrial enterprises. ICW is part of ServiceNow's Operational Technology portfolio and built on the ServiceNow AI Platform. In this role, you will partner with Account Executives and Solution Consultants as the domain expert in industrial software to land new customers, expand existing accounts, and shape strategic digital transformation initiatives across operations, maintenance, quality, and OT teams. You will translate ICW's value into measurable business outcomes like increased productivity, reduced production losses, faster issue resolution, and a modernized frontline worker experience.
What you get to do in this role:
The Solution Sales Executive supports the strategy and solution win for specialty solution areas depending on engagement model. Responsibilities/ activities can vary by solution area given coverage capacity.

• Support territory strategy and planning to improve vertical agreement, account use case targeting and execution, related to OT/Industrial Connected Workflow sales pursuits
• Provide input to Core Account Executive (AE) during the account planning process based on territory strategy and recommendation
• Ensure recommendation to territory strategy and account planning is aligned with ServiceNow's Value principles
• Support customers to envision the value of industrial digital transformation for the daily activities of operating teams and support development of strategy by partnering with rest of account team, customer and partners.
• Interlock with Solution Consultants (SC) & Specialist OT SC on Capability Roadmap for feedback and agreement and team based on engagement model
• Coach Account Teams and peer specialist teams with foundational specialty solution area knowledge to identify specialty solution opportunities and help manage the sales cycle
• Customize the time allocation of responsibilities to the needs of the territory and account team and celebrate successes
• Champion diversity and belonging to contribute to an open and inclusive environment

Qualifications
To be successful in this role you have:

• Experience in leveraging or critically thinking about how to transform daily work of industrial production operations with workflows, automation, and other digital solutions. This may include integration with other industrial and/or security solutions.
• Understanding of Operational Excellence processes in an Industrial environment.
• Experience influencing industrial buyers across decentralized decision making and establishing a circle of influence.
• 7+ years knowledge on return on investment of specialty solutions area to lead solution win.
• Experience as an AE, or in alternative solution sales role selling into Global Operations, Manufacturing, Continuous Improvement, IT, and/or Digital Transformation organizations.
• Deep understanding and experience of business sales processes and buying behavior for enterprise-wide software purchases, particularly in industrial environments like manufacturing, life sciences, energy and utilities, or transportation/logistics.
• Travel required: 30-50%

For positions in this location, we offer a base pay of $123,300 - $203,450, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.
Additional Information
Work Personas
We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here . To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.
Equal Opportunity Employer
ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.
Accommodations
We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance.
Export Control Regulations
For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.
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