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

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 accounts across the US West region.

• Perform account and territory planning, conduct prospect research, formulate business development strategies, and execute field-based sales initiatives against specified accounts.

• Build and nurture relationships with OT and cybersecurity leaders, including CISOs, OT Security executives, plant/facility operations leaders, and critical infrastructure program owners.

• Create and drive account strategies in collaboration with Client Directors, Solution Consultants, Armis specialists, partners, and Marketing teams.

• Coordinate engagement with IT and OT stakeholders.

• Provide guidance to customers on their OT/cyber-physical risk posture, regulatory requirements, and how ServiceNow's OT security portfolio fits into their security and asset management plans.

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

⛳️ Requirements

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

• More than 7 years of sales experience in a software or solutions sales organization.

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

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

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

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

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

• Demonstrated track record of exceeding sales targets.

• Ability to comprehend customers' OT/IT convergence and security strategies and translate them into commercial and technical solutions.

• Experience fostering a customer-success mindset within 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 policy

• Family leave programs

• Flexible or remote work options

• Reasonable accommodations during the application process