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

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

📋 Description

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

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

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

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

• Coordinate outreach to both IT and OT stakeholders.

• Provide guidance to customers regarding OT/cyber-physical risk assessments, regulatory requirements, and ServiceNow's OT security offerings.

• Identify and engage specialist resources, particularly experts in OT/ICS security and Armis.

⛳️ Requirements

• Proven experience in leveraging or critically evaluating the integration of AI into work processes, decision-making, or problem-solving.

• Over 7 years of sales experience within a software or solutions sales environment.

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

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

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

• Ability to establish trusted relationships with existing and potential clients, as well as cross-functional teams.

• Skill in generating new business, negotiating deals, and maintaining relationships with senior security and operations stakeholders.

• A history of consistently exceeding sales targets.

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

• Experience promoting a customer-success-oriented approach 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.

• Employee Stock Purchase Plan (ESPP).

• Matching donations.

• Flexible time away plan.

• Family leave programs.