企业客户经理 - 制造业
Enterprise Account Executive - Manufacturing
#### 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。她喜极而泣。这一时刻激发了Fred建立一家公司，让每个人都能摆脱琐事，专注于有意义的工作。如今，ServiceNow是企业转型的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。
#### 职位描述
你将通过SaaS授权模式产生新的业务销售收入。你将通过客户规划、区域规划、研究潜在客户、使用业务开发策略，并在指定的潜在客户、区域或行业范围内完成现场销售活动来实现这一目标。
**你在这个职位中将负责：**
- 与多个高管角色（如CFO、CIO、COO、CDO）建立关系，覆盖所有产品销售
- 管理客户关系映射到客户团队，协调跨广泛虚拟团队（解决方案顾问、解决方案专家、成功资源、合作伙伴和市场部等）的客户战略
- 通过了解客户的业务并建议ServiceNow如何帮助他们的IT路线图，成为客户的可信赖顾问
- 在合适的时间引入合适的专家/支持资源进入交易
#### 资格要求
**要在这个职位上取得成功，你需要：**
- 有利用或批判性思考如何将AI整合到工作流程、决策或问题解决中的经验。这可能包括使用AI驱动的工具、自动化工作流程、分析AI驱动的见解，或探索AI对职能或行业的潜在影响。
- 在软件或解决方案销售组织中拥有7年以上销售经验
- 有与现有和潜在客户及其他团队建立信任关系的经验
- 有能力创造新业务、谈判交易并维护健康的高管关系
- 有达成销售目标的经验
- 能够理解“大局”以及我们在IT方面的计划
- 有在“团队共赢”环境中推广客户成功重点的经验
对于该地区的职位，我们提供基本薪资为 **$114,400 - $169**
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.
#### Job Description
You will produce new business sales revenue from a SaaS license model. You will accomplish this through account planning, territory planning, researching prospect customers, using business development strategies and completing field-based sales activities within a defined set of prospects, territory or vertical.
**What you get to do in this role:**
- Develop relationships with multiple C-suite personas (e.g., CFO, CIO, COO, CDO) across all product sales
- Oversee client relationship mapping to the account team, orchestrating an account strategy across a broad virtual team (Solutions Consultants, Solutions Specialist, Success resources, Partners and Marketing, etc.)
- Be a trusted advisor to your customers by understanding their business and advising on how ServiceNow can help help their IT roadmap
- Identify the right specialist/ support resources to bring into a deal, at the right time
#### 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.
- 7+ years of sales experience within software OR solutions sales organization
- Experience establishing trusted relationships with current and prospective clients and other teams
- Ability to produce new business, negotiate deals, and maintain healthy C-Level relationships
- Experience achieving sales targets
- The ability to understand the "bigger picture" and our plans around IT
- Experience promoting a customer success focus in a "win as a team" environment
For positions in this location, we offer a base pay of **$114,400 - $169,750**, 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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