Senior Solution Sales Executive

This is a fully remote position, open to applicants in Washington.

📋 Description

• Generate new business sales revenue for ServiceNow's OT/Cyber-Physical Systems portfolio within state and local government sectors across the US West region.

• Perform account and territory analysis, conduct prospect research, devise business development strategies, and execute field-based sales efforts targeting specified accounts.

• Cultivate relationships with OT and cybersecurity leaders in state and local government organizations.

• Develop and lead the account strategy in collaboration with Client Directors, Solution Consultants, Armis specialists, Partners, and Marketing teams.

• Manage coverage of IT and OT stakeholders effectively.

• Provide guidance to customers on how ServiceNow's OT security portfolio aligns with their comprehensive security and asset management plans.

• Identify and engage specialized or support resources, particularly in the areas of OT/ICS security and Armis subject-matter expertise.

• Negotiate contracts and maintain relationships with senior security and operations stakeholders.

⛳️ Requirements

• Experience in leveraging or critically assessing how to incorporate AI into work processes, decision-making, or problem-solving.

• Minimum of 7 years of sales experience in a software or solutions sales environment.

• Previous experience in US Government sales (State / Local / Federal).

• Background in selling cybersecurity solutions, preferably in OT/ICS security, cyber-physical systems, or asset security.

• Knowledge and experience in selling to state and local government or other critical infrastructure sectors.

• Proven ability to establish trusted relationships with existing and prospective clients as well as cross-functional teams.

• Capability to generate new business, negotiate contracts, and sustain healthy relationships with senior security and operations stakeholders.

• Demonstrated history of exceeding sales targets.

• Ability to comprehend a customer's OT/IT convergence and security strategy and translate it into commercial and technical terms.

• Experience fostering a customer-success mindset in a collaborative team environment.

🏝️ Benefits

• Equity (when applicable).

• Variable/incentive compensation.

• Health plans.

• Flexible spending accounts.

• 401(k) Plan with company match.

• Employee Stock Purchase Plan (ESPP).

• Matching donations.

• Flexible time off plan.

• Family leave programs.

• Flexible or remote work options.