Senior Services Account Executive - Financial Services & Insurance + TMT Services Energy & Utilities

ServiceNow

ServiceNow

Accounting & Finance, Sales & Business Development
Munich, Germany
Posted on Thursday, May 30, 2024

Company Description

At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you.

With more than 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be one of FORTUNE 100 Best Companies to Work For® and World's Most Admired Companies™.

Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.

Job Description

Services Account Executive - this role acts as the key interface between customers and ServiceNow's Expert and Success Services, orchestrating engagement negotiations and mitigating risks while ensuring client satisfaction. It involves strategic collaboration with sales teams to position services effectively and ensure license adoption.

A consumption mindset is the key to approaching customer engagement with a focus on understanding and fulfilling their ongoing needs rather than just selling a one-time service. It involves actively seeking opportunities to enhance the customer's experience and maximize the value they receive from ServiceNow's offerings.

In this role, you will look after the customers within Financial Services & Insurance + TMT Services Energy & Utilities.

Our services portfolio includes Expert Services Implementation and Impact.
Read about ES: https://www.servicenow.com/services/expert-services.html

Read about Impact: https://www.servicenow.com/impact.html

The way we deliver implementation: https://www.servicenow.com/content/dam/servicenow-assets/public/en-us/doc-type/resource-center/data-sheet/ds-implementation-services.pdf

NOW Create: https://nowlearning.servicenow.com/nowcreate


What you get to do in this role:

  • Act as the primary point of contact for the customer with regards to ServiceNow’s Expert and Success Services portfolio
  • Lead engagement negotiation, ensuring legal and operational stakeholder evaluations are performed resulting in acceptable organizational risk taken by ServiceNow
  • Work with the license and solution sales teams to ensure that Expert and Success services are appropriately positioned on all designated accounts. This may be through ServiceNow staff or through partners or a combination of both
  • Ensure that plans are developed such that the full array of licensed product may be deployed not just that which might be needed for a first project
  • After the initial license sale look for other business opportunities within designated accounts which may allow further ServiceNow products to be licensed and keep the sales organization appraised of any such opportunities
  • Drive the client to provide references
  • Exceed services sales quotas
  • Ensure successful transition to the Delivery organization through comprehensive briefings and handover
  • Identify business development plans for accounts with low customer satisfaction, low adoption/usage and upgrade requirements
  • Ensure that each Expert and or Success services proposal is contracted such that the chances of successful delivery; on time, on budget and delivering the agreed functionality are maximized
  • Ensure that each services proposal is drafted to maximize the chances of the client providing high marks for project satisfaction.
  • Drive service references
  • Ensure that each services contract enables revenue to be recognized in a timely and consistent fashion with minimal risk of detrimental revenue adjustment

Qualifications

To be successful in this role you have:

  • German Language Skills
  • Experience in selling professional services and/or solutions in the software (SaaS) industry
  • Consultative sales experience is required
  • Expereince with drafting the SOWs
  • 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 a thorough understanding of cloud application technology and trends
  • Proven track record of meeting and exceeding quota and key success metrics
  • Ability to segment account lists 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

Additional Information

ServiceNow is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status or any other category protected by law.

At ServiceNow, we lead with flexibility and trust in our distributed world of work. Click here to learn about our work personas: flexible, remote and required-in-office.

If you require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at [email protected] for assistance.

For positions requiring access to technical data subject to export control regulations, including Export Administration Regulations (EAR), ServiceNow may have to obtain export licensing approval from the U.S. Government for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by the U.S. Government.

Please Note: Fraudulent job postings/job scams are increasingly common. Click here to learn what to watch out for and how to protect yourself. All genuine ServiceNow job postings can be found through the ServiceNow Careers site.

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