ServiceNow

Associate New Logo Account Executive

ServiceNow • $90K — $130K *
Atlanta, GA 30349In-Person
Information Technology
Less than 5 years of experience
3 days ago
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Job Overview by Ladders

Qualifications

  • 5-7 years of successful new logo sales experience in IT Service Management, HR, or Security Operations.
  • Strong territory strategy, planning, and sales execution capabilities with measurable outcomes.
  • Ability to understand complex client IT needs and develop solutions accordingly.
  • Proficient in breaking down intricate sales processes into manageable tasks.
  • Excellent interpersonal skills for building trust and leading matrix teams.
  • Demonstrated perseverance and innovative thinking to engage prospects.
  • Personifies values of humility and a continuous learning mindset.

Responsibilities

  • Strategically plan and maintain a pipeline of new accounts using disciplined analytics.
  • Develop detailed account plans to maximize revenue growth from new customers.
  • Execute creative marketing campaigns to increase awareness of ServiceNow's offerings.
  • Analyze customers' business strategies and challenges to tailor solutions.
  • Advance and close sales opportunities by adhering to the sales strategy.
  • Facilitate the transition of closed accounts to the Account Management team after the initial sale.
  • Achieve net new revenue goals for the assigned territory.

Benefits

  • Flexible work arrangements based on persona categories.
  • Emphasis on collaboration within a fast-paced culture.
  • Access to a strong partner ecosystem for support in sales processes.
Full Job Description
Job Description

Job Description

The New Logo Account Executive is a pivotal role to ensuring ServiceNow's continued growth. In this role, you will identify new business by strategically navigating a targeted set of prospective accounts to close initial opportunities and convert our Prospects to Customers who will grow with us for years to come. By deeply understanding their unique company challenges and goals, you will pair them with solutions that will help them reach their business objectives and blaze new trails within their organizations. You play a critical part in our "DESCO21" go-to-market strategy, and you will be set up for success within a fast paced, collaborative, and inclusive culture.

You are a self-starter and an innovator. You will establish relationships within a defined set of accounts to achieve net new revenue growth targets for your given territory. By leveraging analytics, case studies, past performance, and market intelligence, you will create a territory plan and craft your own target account strategies. You will then apply these strategies and leverage your extended sales team and partner ecosystem to sell the value and long-term ROI of one or more of our industry leading solutions.

Post-sale you will lead in orchestrating the transition of these accounts to our established Account Management team as you continue to focus on net new logo accounts.

What you get to do in this role:
  • Strategic territory planning - Follow a disciplined and analytical approach to planning and maintaining a target new account pipeline. Keep pipeline current and progressing.
  • Sales strategies - Develop effective and specific account plans to maximize new revenue growth. Develop and leverage relationships throughout our strong partner networks and in your net new customer accounts to drive strategy through organization.
  • Creative marketing and prospecting - Think outside-the-box to cultivate awareness of the ServiceNow vision. Strong planning and execution of targeted campaigns for your territory.
  • Customer Acumen - Actively understand each customer's strategic growth plans, technology footprint and corresponding technology strategy, internal challenges and competitive landscape. Review public information (e.g., new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
  • Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
  • Account Transition - After successfully closing your initial sale, you will orchestrate the transition of the account to our Account Management team.
  • Net New Revenue - Execute on new business revenue goals for the organization.

Qualifications

To be successful in this role you have:
  • Candidates living in GA, FL, NC or SC will be considered
  • Proven track record of new logo sales experience in IT Service Management, HR, Security Operations, Customer Service, IT Operations Management (within software or IT sales organizations) with a demonstrated ability to generate new business at new accounts.
  • Demonstrated experience in territory strategy, planning and sales execution with measurable wins.
  • Ability to understand broad, macro-level business IT needs for a prospective client.
  • Ability to break down a complex sales process into discrete activities and see steps ahead to deliver customer outcomes.
  • Excellent interpersonal skills to inspire and lead a matrix team to establish trust and credibility with prospective customers.
  • Demonstrated perseverance, resilience, and savvy to find new creative paths to open doors, increase interaction and participation, and engage prospects.
  • The ideal candidate lives our values to "stay hungry and humble" and doesn't take their success for granted, always curious, ready to learn and evolve.
  • Travel up to 50% (depending on geography/region)


Qualifications

Preferred Qualifications
  • 4+ years of quota carrying, technology solution-based direct sales experience, penetrating net new accounts within a territory.
  • Strong sales strategy skills and demonstrated experience prospecting and bringing in new business.
  • Experience and success selling a variety of SaaS solutions across all lines of business.
  • Demonstrated experience in keeping accurate forecast your territory, monthly/quarterly/annually, utilizing sales tools and analytics to target customers with higher propensity to buy and creating strategies that maximize success.
  • Ability to thrive in a fast-paced environment.
  • Track record of consistently achieving or surpassing your sales quota


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. 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.

About ServiceNow

ServiceNow provides cloud-based solutions that define, structure, manage, and automate services for enterprise operations in North America, Europe, the Middle East, Africa, the Asia Pacific, and other countries. The company offers service management solutions, including incident, problem, change, request, and cost management as well as service catalogs; and IT, HR, facilities, and field service management solutions. It also provides IT operations management solutions covering service mapping, delivery, and assurance solutions; business management solutions such as financial management, project portfolio suite, vendor performance management, and performance analytics as well as governance, risk, and compliance; and application development services.

ServiceNow Careers

Join the dynamic team at ServiceNow, a global leader in digital workflow solutions, where innovation and leadership converge to shape the future of work. At ServiceNow, we offer more than just job opportunities; we provide a platform for professional growth and a chance to be part of a culture that values diversity, creativity, and continuous learning.

Work You’ll Do

Embark on a career journey with ServiceNow and contribute to the world’s leading enterprises' digital transformation. Our team is at the forefront of developing cutting-edge technologies that improve how people work. With ServiceNow, you will use your skills to impact businesses and industries profoundly, driving efficiency and innovation.

Join Our Market-Leading Team

ServiceNow is not just another technology company. We are a team that thrives on diversity and leadership, fostering an inclusive environment that promotes growth and development. Our commitment to diversity training ensures that every team member can achieve their potential.

Innovative Work

ServiceNow is home to more than 10,000 dedicated professionals who lead the charge in digital workflows and enterprise solutions. As part of our team, you will engage in projects that merge technology with practical applications, creating revolutionary products that advance how services are delivered and managed.

Career Development

At ServiceNow, your career trajectory is filled with boundless opportunities. We support your growth with robust training programs, leadership development courses, and access to global challenges. Whether you are looking for an internship, full-time position, or leadership role, ServiceNow equips you with the tools to excel.

Be Part of a Great Team

Working at ServiceNow means being part of a community that values teamwork and innovation. Our collaborative environment encourages networking and sharing ideas, making our workplace vibrant and dynamic. The benefits of joining ServiceNow extend beyond comprehensive health and wellness; they include fostering professional connections and friendships that last a lifetime.

Explore Job Opportunities and Internships

Whether you’re a seasoned professional or a recent graduate, ServiceNow offers a range of employment options to suit your career goals. From internships that provide real-world experience to full-time positions that challenge you to leverage your expertise, we are committed to hiring the best talent.

Stay Connected

Join Our Team Search open positions that match your skills and interests. At ServiceNow, we look for passionate, curious, and solution-driven team players. Explore the possibilities that await you at a company that is committed to your professional success.

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ServiceNow Careers

Empowering professionals to achieve more, ServiceNow is where careers are future-proofed, and ambitions are realized. Join us in our journey of growth and innovation.
Learn more about ServiceNow
Size
16,881 employees
Market Cap
$76.5 billion
Industry
Information Technology
Net Income
$118.5 million
Founded
2004
5 Year Trend
+33.5%
Revenue
$4.5 billion
NASDAQ
NOW
* Ladders Estimates

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