企业客户经理，网络安全（联邦 - COCOM/SOF）
Enterprise Account Exec, Cybersecurity (Fed - COCOM/SOF)
#### 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。她感动得热泪盈眶。那一刻激发了Fred创建一家公司，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。我们正在打造一种AI原生文化，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为人们服务。
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、运营和业务）来保护每个资产、每个身份——包括AI代理——在所有环境中的安全，构建首个同类的自主防御平台，用于代理型企业。
#### 职位描述
你将通过SaaS授权模式创造新的业务销售收入。你将通过客户规划、区域规划、研究潜在客户、使用业务发展策略，并在指定的客户、区域或行业完成现场销售活动来实现这一目标。
**在这个职位中，你将从事以下工作：**
理想的候选人是一位经验丰富的成交者，理解资产可见性对从战术边缘到云的最关键任务的重要性，并拥有建立的关系，能够应对分类采购流程。
- **执行使命驱动的销售：** 在COCOM/SOF范围内建立并管理一个强大的机会管道，从初步发现到企业级采用。
- **掌握混合环境：** 推广Armis Centrix™平台作为本地、隔离和**云原生环境**中资产的权威真相来源。
- **与系统集成商合作：** 与“五大”联邦系统集成商（FSI）和专业任务合作伙伴合作，将Armis纳入多年记录计划。
- **处理采购：** 精通MIP/NIP资金周期和分类合同工具的复杂性。
- **交付技术价值：** 工作
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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.
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 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:**
The ideal candidate is a seasoned closer who understands the mission-critical nature of asset visibility—from the tactical edge to the cloud—and has the established relationships to navigate classified procurement cycles.
- **Execute Mission-Driven Sales:** Build and manage a robust pipeline of opportunities within the COCOM's/SOF moving from initial discovery to enterprise-wide adoption.
- **Master the Hybrid Landscape:** Evangelize the Armis Centrix™ platform as the authoritative source of truth for assets across on-prem, air-gapped, and **Cloud-native environments**.
- **Partner with Systems Integrators:** Collaborate with the "Big 5" Federal Systems Integrators (FSIs) and specialized mission partners to include Armis in multi-year Programs of Record.
- **Navigate Procurement:** Expertly manage the complexities of the MIP/NIP funding cycles and classified contract vehicles.
- **Deliver Technical Value:** Work closely with Cleared Sales Engineers to demonstrate Armis’s unique agentless visibility into IT, OT, IoT, and Cloud-native assets.
#### Qualifications
**Clearance:** Active TS/SCI Required (Full Scope Poly Preferred)
**To be successful in this role you have:**
- **Experience:** 10+ years of documented success in enterprise software or cybersecurity sales, specifically focused on the COCOM's and SOF community.
- **Local Presence:** Must be based in the **Tampa** metro area to facilitate frequent on-site engagement in classified environments.
- **Cloud Proficiency:** Proven experience selling cloud security (CSPM, CWPP) or hybrid-cloud infrastructure solutions to federal agencies.
- **Clearance:** **Active TS/SCI is mandatory.** Candidates with an active Full Scope Poly (FSP) will be given high priority.
- **Network:** An existing, high-level network of GS-15/SES and C-suite contacts within the COCOM's/SOF community.
- **Strategic Mindset:** Ability to translate complex technical capabilities into mission-success outcomes for agency stakeholders.
#### 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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