Senior Solution Sales Executive – Impact Excellence EMEA

At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you. 

With more than 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be one of FORTUNE 100 Best Companies to Work For® and World's Most Admired Companies™.

Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.

Team: Customer Success is mission-critical for long-term growth, and we have clear visibility into our customers’ major pain points. Impact is ServiceNow’s value acceleration offering helping our customers accelerate time to value and achieve their desired business outcomes. Impact is every CXOs secret weapon, uniting world-class tools, IP & experts, to ensure successful digital transformations & exceptional business value – always.

This new team delivers on a unique opportunity to make a substantial impact on the organization's growth and success. The ideal candidate is a proven pre-sales leader with the ability to collaborate effectively, foster relationships, and demonstrate a keen intellectual curiosity that builds trust with senior leaders and stakeholders throughout the organization. The candidate must bring a combination of GTM expertise, deep product & market domain knowledge, and sales excellence to drive results. 

About the role: The Senior Solution Sales Executive – EMEA will combine a deep understanding of product capabilities, and market and competitive dynamics, with a passion to directly inform product roadmap and help our GTM, IV, Partner, and customer ecosystem understand the value delivered. The Executive will be customer facing and will be deeply involved with driving sales enablement and process with our go to market functions, partners, and their customers. This role will focus on driving growth strategy, enhancing Impact Solution Sales capabilities, and orchestrating cross-functional ecosystem efforts to build and convert a robust sales pipeline and capture market opportunities.

Key Responsibilities:

• Lead the end-to-end cross-functional engagement across (Account Motions 1 to 4) for this product, engaging with sales leaders and Partners at all levels to create engagement, excitement, and the support to build the customer pipeline
• Strategically design and execute the internal engagement plan and campaigns with the sales and go to market organization based on prioritized customer accounts in early sales stages
• Develop a deep understanding of customer needs, use cases, and success outcomes, pre- and post-sale to influence the product roadmap
• Be a champion for enablement activities associated with the introduction and evolution of Impact in region
• Participate in Geo and Area Quarterly business reviews to provide insight, coaching, and updates on Impact priorities
• Deliver and refine high quality sales enablement content that describes the value of the product innovation with a deep focus on value to the customer
• Support talent acquisition and enablement for key members of Customer Outcomes (SAEs, Success Squads, Solution Sales) in region
• Develop best practices assets and prescriptive sales plays to drive adoption by customers and partners
• Support and enable inspire Value with strategic engagements/EBCs and BVA generation for Impact
• Support the penetration of Impact in Public, Regulated and On-Prem environments, refining an effective strategy and supporting EMEA field sales
• Partner with Delivery to capture unique business needs to inform product strategy with requirements, new features, Impact Accelerators
• Work in close coordination with Sales, Solution Consulting, IV, Product Marketing, Success resources, and Technical Alliances to inform product strategy, go-to-market and customer adoption plans
• Develop customer references and customer spotlights
• Build customer relationships and become the trusted expert for the product for the sales organization to bring into high stakes customer conversations
• Establish and cultivate strong c-suite relationships to inform product evolution and method development
• Lead cross-functional teams and provide thought leadership on how our advisory, ES and co-delivery can be optimized as part of our offerings

To be successful in this role you have:

• Drive to be an innovative self-starter with a passion for getting things done
• Exceptional communication skills who can build trust with internal partners quickly and engage with customers across all levels of leadership
• 10+ years Enterprise Transformation experience
• 10+ years of Customer Success experience
• 5+ years of combined experience in software solution consulting, offering development and strategic account management.
• Track record in creating winning Success solutions that address evolving customer needs
• Deep understanding and experiences of SaaS product management, account strategy management, leadership, sales operations, change management and organizational transformation
• Strong business and financial acumen
• Executive presence, strong written and oral communication skills
• Excellent people and leadership skills to interact with customers, executive staff, colleagues and cross-functional teams, and third parties.

ServiceNow is an Equal Employment 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.

At ServiceNow, we lead with flexibility and trust in our distributed world of work. Click here to learn about our work personas: flexible, remote and required-in-office.

If you require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at talent.acquisition@servicenow.com for assistance.

For positions requiring access to technical data subject to export control regulations, including Export Administration Regulations (EAR), ServiceNow may have to obtain export licensing approval from the U.S. Government for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by the U.S. Government.

Please Note: Fraudulent job postings/job scams are increasingly common. Click here to learn what to watch out for and how to protect yourself. All genuine ServiceNow job postings can be found through the ServiceNow Careers site.

From Fortune. © 2022 Fortune Media IP Limited All rights reserved. Used under license.

Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of, ServiceNow.