Senior Solution Sales Executive – State & Local Government, OT / Cyber-Physical Systems

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

📋 Description

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

• Cultivate relationships with leaders in OT and cybersecurity, including CISOs, VP/Directors of OT Security, Plant/Facility Operations managers, and Critical Infrastructure Program Owners.

• Formulate and execute account strategies involving Client Directors, Solution Consultants, Armis specialists, Partners, and Marketing teams.

• Coordinate the engagement of IT and OT stakeholders.

• Comprehend customers' OT/cyber-physical risk profiles and regulatory responsibilities.

• Guide customers on how ServiceNow's OT security portfolio aligns with their security and asset management strategies.

• Identify and involve suitable specialists or support resources, especially in OT/ICS security and Armis subject-matter expertise.

• Implement account and territory planning, conduct prospect research, devise business development strategies, and execute field-based sales activities.

⛳️ Requirements

• Experience in leveraging or critically analyzing the integration of AI into work processes, decision-making, or problem-solving.

• A minimum of 7 years of sales experience in a software or solutions sales organization.

• Previous experience in sales to US Government entities (State, Local, Federal).

• Proven experience in selling cybersecurity solutions, particularly OT/ICS security, cyber-physical systems, or asset security products.

• Familiarity with and experience selling to state and local government or other critical infrastructure sectors.

• Proven ability to establish trusted relationships with current and potential clients and cross-functional teams.

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

• A 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 solutions.

• Experience advocating for a customer-success focus within a collaborative "win as a team" environment.

🏝️ Benefits

• Equity (when applicable)

• Variable/incentive compensation

• Health plans

• Flexible spending accounts

• 401(k) Plan with company match

• ESPP

• Matching donations

• Flexible time away plan

• Family leave programs

• Flexible or remote work options