高级服务客户经理-医疗生命科学
Sr. Services Account Executive- Health Care Life Sciences
#### 公司简介
一切始于工程师Fred Luddy为他的同事Phyllis编写了一段代码，自动化了一个繁琐的任务。她感动得喜极而泣。这一时刻激励Fred创建了一家公司，让每个人都能享受到这种便利——让人们摆脱琐事，专注于有意义的工作。如今，ServiceNow是企业重塑的AI控制中心。我们的ServiceNow AI平台整合了任何AI、任何数据和任何工作流程，帮助85%的财富500强®企业更聪明、更快、更好地工作。我们正在打造一个以AI为核心的文化，让技术和人才携手并进，势不可挡。而我们才刚刚开始。
加入我们，让AI为人们工作。
#### 职位描述
**职位描述**
此职位属于客户卓越团队（CEG）。我们的目标是加速平台采用并推动客户业务成果。我们通过一系列服务实现这一点，这些服务由世界级的顾问、培训和成功专业人士、我们的最佳实践、方法论和工具，以及我们的合作伙伴生态系统来交付。
**您在此职位中将负责：**
作为ServiceNow服务客户经理，您将负责销售一套服务产品组合，帮助我们的客户成功采用他们购买的产品，并最终实现使用我们产品所期望的业务成果。这些服务产品包括我们的Impact成功方案、产品实施服务和培训。服务客户经理熟悉服务和售后采用策略。他们是客户团队和客户在成功实施、采用和价值实现方面的可信赖顾问。这是一个需要完成配额的角色，服务客户经理通过主动创造新的服务机会，并与ServiceNow销售团队及我们的合作伙伴合作，为其负责的区域开发并成功执行服务销售机会，从而负责服务销售策略。
- 与软件销售客户团队、客户成果团队成员以及我们的交付合作伙伴生态系统协作
- 在指定区域制定并执行服务销售策略，目标客户清单明确
- 主动在新客户和现有客户中创造新的服务机会（Impact、实施服务和培训）
- 建立销售渠道并管理服务机会的端到端预测流程
- 成为客户团队和客户的可信赖顾问
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#### 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.
#### Job Description
**Job Description**
This role is part of the Customer Excellence Group (CEG). Our purpose is to accelerate platform adoption and drive customer business outcomes. We do this through a portfolio of services, delivered by world-class consultants, training and success professionals, our leading practices, methodologies, and tools, as well as our ecosystem of partners.
**What you get to do in this role:**
As a ServiceNow Services Account Executive, you will be responsible for selling a portfolio of service offerings designed to help our customers successfully adopt the products they have purchased and ultimately achieve the business outcomes they expected from utilizing our products. These service offerings include our Impact success offering, product implementation services, and training. The Services Account Executive is well-versed in services and post-sales adoption strategies. They are a trusted advisor to the account team and our customers for successful implementation, adoption, and value realization. A quota carrying role, the Services Account Executive owns the Services sales strategy by proactively creating demand for new Services opportunities and partnering with the ServiceNow Sales team and our partners to develop and successfully execute Services sales opportunities for their assigned territory.
- Collaborate with software sales account teams, Customer Outcomes team members, and our eco-system of delivery partners
- Develop and execute a services sales strategy in the designated territory with a target account list
- Proactively create new Services opportunities (Impact, Implementation Services, and Training) in both new and installed base customers
- Create pipeline and manage end-to-end forecasting process for Services opportunities
- Serve as a trusted advisor to the customer by understanding their existing and future digital transformation roadmap and driving the right mix of ServiceNow services to meet their needs
- Arrange and conduct Executive and CxO services-related discussions in alignment with the account strategy
- Lead extended team in solutioning and scoping, and proposal development
- Execute value-based selling methodology for Impact, Implementation Services, and Training opportunities
#### Qualifications
**To be successful in this role you have:**
- Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry.
- Minimum 12 years of previous services sales experience gained within a SaaS software or solution sales organization (or reasonably equivalent)
- New account sales focus, operating independently to identify new opportunities
- Existing relationships in large enterprise accounts a plus
- Demonstrable track record of achieving Services, Success, or Training sales targets
- Ability to communicate and collaborate across lines of business and multiple customer and partner personas, including executives
- Strong operational command – managing end-to-end franchise
- Travel up to 75% (depending on geography/region)
#### 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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