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

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

📋 Description

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

• Conduct account and territory planning.

• Research prospects and create business development strategies.

• Execute field-based sales targeting a defined set of accounts.

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

• Build and lead account strategies across Client Directors, Solution Consultants, Armis specialists, Partners, and Marketing.

• Coordinate coverage of IT and OT stakeholders.

• Advise customers on OT/cyber-physical risk posture, regulatory obligations, and ServiceNow's OT security portfolio.

• Identify and engage specialist or support resources, particularly OT/ICS security and Armis subject-matter experts.

• Generate new business, negotiate deals, and maintain relationships with senior stakeholders.

⛳️ Requirements

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

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

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

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

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

• Proven experience in establishing trusted relationships with current and prospective clients and cross-functional teams.

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

• Record of consistently exceeding sales targets.

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

• Experience in fostering a customer-success focus within 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 persona.

• Reasonable accommodations during the application process.