Senior Services Account Executive



Issy-les-Moulineaux, France

Posted 12 days ago

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


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