高级解决方案销售主管 – 州及地方政府（OT/网络物理系统）
Sr. Solution Sales Executive – State & Local Government (OT / Cyber-Physical Systems)
#### 公司简介
一切始于工程师Fred Luddy编写了一段代码，自动化了同事Phyllis的繁琐任务。她感动得热泪盈眶。这一时刻激发Fred创建了一家能够为每个人实现这种价值的公司——让人们摆脱琐事，专注于有意义的工作。如今，ServiceNow是业务重塑的AI控制中心。我们的ServiceNow AI平台整合任何AI、任何数据和任何工作流，帮助85%的财富500强®企业更智能、更快、更好地工作。我们正在构建一种AI原生文化，让技术和人才携手不可阻挡。而我们才刚刚开始。
加入我们，让AI为人们工作。
Armis from ServiceNow，保护整个攻击面并实时管理组织的网络风险暴露。结合ServiceNow的安全与风险管理能力，以及来自Veza的身份安全能力，我们将所有关键能力整合在一起，以适当的上下文（安全、运营和商业）来保护每个资产、每个身份——包括AI代理——在所有环境中，打造首个面向代理企业的自主防御平台。
#### 职位描述
你将负责推动ServiceNow的OT/网络物理系统产品组合在美西地区州和地方政府客户中的新业务销售收入——包括Armis OT可见性和安全性、网络资产安全以及OT的USEM——通过客户管理和区域规划、潜在客户研究、业务发展策略以及针对指定客户的现场销售执行来实现这一目标。
**你在这个职位中将从事以下工作：**
- 与州和地方政府机构中的OT和网络安全负责人（例如，CISO、OT安全副总裁/主任、工厂/设施运营负责人、关键基础设施项目负责人）建立关系
- 在一个广泛的虚拟团队中制定和领导客户战略：客户总监、解决方案顾问、Armis专家、合作伙伴和市场营销，协调IT和OT利益相关者的覆盖
- 通过了解每个客户的OT/网络物理风险状况和监管义务，成为值得信赖的顾问，并建议ServiceNow的OT安全产品组合如何符合他们的整体安全和资产管理路线图
- 在正确的时间引入合适的专家或支持资源，特别是OT/ICS安全和Armis专业知识
查看英文原文
#### Company Description
It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.
Join us to put AI to work for people.
Armis from ServiceNow, protects the entire attack surface and manages an organization’s cyber risk exposure in real time. Combined with ServiceNow’s Security and Risk capabilities, as well as Identity Security capabilities from Veza, we bring together all critical capabilities to secure every asset, every identity - incl. AI Agents - across all environments with the right level of context - security, operational and business - to build the first of its kind autonomous defense platform for the Agentic Enterprise.
#### Job Description
You will drive new business sales revenue for ServiceNow's OT/Cyber-Physical Systems portfolio — including Armis OT visibility and security, Cyber Asset Security, and USEM for OT — within state and local government accounts across the US West territory. You will accomplish this through account and territory planning, prospect research, business development strategy, and field-based sales execution against a defined set of accounts.
**What you get to do in this role:**
- Develop relationships with OT and cybersecurity leaders (e.g., CISO, VP/Director of OT Security, Plant/Facility Operations leaders, Critical Infrastructure Program Owners) within state and local government organizations
- Build and lead account strategy across a broad virtual team: Client Directors, Solution Consultants, Armis specialists, Partners, and Marketing to orchestrate coverage of both IT and OT stakeholders
- Be a trusted advisor by understanding each customer's OT/cyber-physical risk posture and regulatory obligations, and advising on how ServiceNow's OT security portfolio fits their broader security and asset management roadmap
- Identify and bring in the right specialist or support resource at the right time, particularly OT/ICS security and Armis subject-matter expertise
#### Qualifications
**To be successful in this role you have:**
- Experience leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving — e.g., AI-powered tools, workflow automation, AI-driven insights, or exploring AI's impact on the function or industry
- 7+ years of sales experience within a software or solutions sales organization
- Must have prior US Government sales experience (State / Local/ Federal)
- Experience selling cybersecurity, ideally OT/ICS security (i.e. Claroty, Nozomi, Tenable), cyber-physical systems, or asset security solutions
- Knowledge of and experience selling into state and local government or other critical infrastructure sectors (e.g., utilities, transportation, water/wastewater)
- Experience establishing trusted relationships with current and prospective clients and cross-functional teams
- Ability to produce new business, negotiate deals, and maintain healthy relationships with senior security and operations stakeholders
- Track record of overachieving sales targets
- Ability to understand the "bigger picture" of a customer's OT/IT convergence and security strategy and bring it to life commercially and technically
- Experience promoting a customer-success focus in a "win as a team" environment
For positions in this location, we offer a base pay of **$145,150 - $220,000**, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.
#### Additional Information
**Work Personas**
We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. [Learn more here](https://careers.servicenow.com/life-at-servicenow#workpersonas). To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.
**Equal Opportunity Employer**
ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.
**Accommodations**
We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [globaltalentss@servicenow.com](mailto:globaltalentss@servicenow.com) for assistance.
**Export Control Regulations**
For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.
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