Senior Services Account Executive

About Customer Outcomes ServiceNow relies on a methodology called Now Value (Envision, Create, Validate, Champion). Customer Outcomes purpose is to make sure this wheel is executed in a timely fashion, and more importantly with the appropriate acceleration toward the client's value creation. In 2022, ServiceNow is leveraging its Expert Services and legacy Customer Success towards a new product called Impact, fully dedicated to value visualization and acceleration. A senior Services Account Executives' role is to propose to our client the most adapted implementation approach towards maximized value creation.

What you get to do in this role: Sales Strategy:

• Leveraging on the Now Value approach, orchestrate an extended pre-sales team
• (Inspire, Enterprise Architect) to define the position transformation services for our client's digital endeavor
• As a result, a book of business, based on territories' Account Plans, will reflect Customer Outcomes ambition throughout the year
• ... Promote Customer Outcomes offers in the company, primarily with the Sales
• Directors and Account Executives attached to the territories
• Maintain a healthy book of business, ensuring a high level of predictability at the portfolio level, in accordance with Sales Operations standards

Sales Execution :

• Act as the primary point of contact for the customer with regard to ServiceNow's Services portfolio (Expert Services, Training, Impact)
• Lead engagement negotiation, ensuring legal and operational stakeholder evaluations are performed resulting in acceptable organizational risk taken by ServiceNow
• Ensure that plans are developed such that the full array of licensed products may be deployed not just that which might be needed for a first project
• Ensure that each services proposal is drafted to maximize the chances of the client providing high marks for project satisfaction.

Post Sales Execution :

• Ensure successful transition to the Delivery organization through comprehensive briefings and handover
• Ensure that each services contract enables revenue to be recognized in a timely and consistent fashion with minimal risk of detrimental revenue adjustment
• Drive the client to provide references that will stand as the lighthouse on the market
• Identify business development plans for accounts with low customer satisfaction, low adoption/usage, and upgrade requirements Qualifications

To be successful in this role you have:

• 7+ years of experience in selling professional services and/or solutions in the software industry
• Consultative sales experience is required
• Ability to build and collaborate strong relationships within the internal and external ecosystem, ensuring proper engagement with core teams and customers
• Excellent communication skills analytical skills and thorough understanding of cloud application technology and trends
• Proven track record of meeting and exceeding quota and key success metrics
• Ability to segment account list and identify appropriate investment of resources
• Cross-functional teamwork skills. Able to handle tough conversations and challenging meetings with internal and external stakeholders
• Display a balance of strategic and tactual skills with a high level of intellectual agility
• Strong focus on ownership and execution against deadlines while managing multiple opportunities at a time
• Travel required up to 50%
• Right to work in France

TR22