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

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

📋 Description

• Generate new business sales revenue for ServiceNow's OT/Cyber-Physical Systems portfolio, which includes Armis OT visibility and security, Cyber Asset Security, and USEM for OT.

• Implement sales strategies within state and local government accounts throughout the US West region.

• Conduct planning for accounts and territories.

• Investigate potential clients and formulate business development strategies.

• Carry out field-based sales targeting a specific set of accounts.

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

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

• Coordinate engagement with IT and OT stakeholders.

• Provide guidance to customers on how ServiceNow's OT security offerings align with their security and asset management strategies.

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

⛳️ Requirements

• Experience in leveraging or critically analyzing how to incorporate AI into workflows, decision-making processes, or problem-solving efforts.

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

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

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

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

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

• Capable of generating new business, negotiating deals, and maintaining strong 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, translating it into commercial and technical realities.

• Experience fostering a customer-success orientation in a collaborative "win as a team" atmosphere.

🏝️ Benefits

• Equity (when applicable).

• Variable/incentive compensation.

• Health plans.

• Flexible spending accounts.

• 401(k) Plan with company matching.

• Employee Stock Purchase Plan (ESPP).

• Matching donations.

• Flexible time off plan.

• Family leave programs.

• Options for flexible or remote work arrangements.