高级联邦企业客户经理 - DAF
Sr Federal Enterprise Account Executive - DAF
#### 公司简介
一切始于2004年阳光明媚的美国加州圣地亚哥，一位有远见的工程师Fred Luddy看到了改变我们工作方式的潜力。如今，ServiceNow已成为全球市场领导者，为超过8100家客户提供创新的AI增强技术，其中包括85%的财富500强®企业。我们智能的云平台无缝连接人员、系统和流程，使组织能够找到更聪明、更快、更好的工作方式。但这只是我们旅程的开始。加入我们，共同实现让世界更好地为每个人工作的使命。
#### 职位描述
您将通过SaaS许可模式产生新的业务销售收入。您将通过客户规划、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。
**您在这个职位中将从事的工作：**
- 与多个高管角色（如CFO、CIO、COO、CDO）建立关系，覆盖所有产品销售
- 管理客户关系映射至客户团队，协调账户策略，同时领导一个广泛的虚拟团队（解决方案顾问、解决方案专家、成功资源、合作伙伴和市场营销等）
- 通过了解客户的业务，向客户提供建议，帮助其IT路线图
- 在合适的时间引入合适的专家/支持资源到交易中
#### 资格要求
**要在这个职位上取得成功，您需要具备：**
- 在软件或解决方案销售组织中拥有10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
- 有产生新业务、谈判交易并维护健康的高管关系的经验
- 有达成销售目标的经验
- 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、分析AI驱动的见解，或探索AI对职能或行业的影响
- 能够理解“大局”以及我们在IT方面的计划
- 有在“团队取胜”环境中推广客户成功重点的经验
- 愿意最多旅行50%
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#### Company Description
It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.
#### 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 while leading 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:**
- 10+ years of sales experience within software OR solutions sales organization
- Experience establishing trusted relationships with current and prospective clients and other teams
- Experience producing new business, negotiate deals, and maintain healthy C-Level relationships
- Experience achieving sales targets
- 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.
- 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
- Willingness to travel up to 50%
For positions in this location, we offer a base pay of $137,200 - $186,050 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, 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. 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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