ServiceNow

AWS Sales Executive - Banking, Insurance, Wealth Management, Americas

ServiceNow • $126K — $208K *
Atlanta, GA 30349In-Person
Finance & Insurance
8 - 10 years of experience
Today
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Job Overview by Ladders

Qualifications

  • 10+ years of experience in large client management and revenue opportunities
  • 5+ years in a Client Director role with multi-million-dollar sales experience
  • Sales experience in IT Service Management and related fields
  • Ability to understand macro-level business and IT needs of major brands
  • Strong track record of exceeding sales targets by 150-200%
  • Excellent communication and relationship-building skills
  • Experience leading virtual and matrixed teams

Responsibilities

  • Create and execute an AWS sales plan with leadership
  • Build deep relationships with customer organizations and CxOs
  • Collaborate on developing ServiceNow solutions aligned with customer outcomes
  • Manage relationships between ServiceNow, AWS, and key customers
  • Present partnership value and promote innovation use cases
  • Negotiate complex contracts effectively
  • Drive sales engagement within AWS field sales leadership
  • Develop a roadmap to enhance the customer experience
  • Align sales strategies with Value Selling principles
  • Lead strategic initiatives for hyperscaler adoption across teams
  • Report on pipeline, progress, and customer references
  • Coordinate marketing efforts for customer engagement and events

Benefits

  • Flexible work personas to support remote or in-office preferences
  • Health plans including flexible spending accounts
  • 401(k) Plan with company match
  • Employee Stock Purchase Plan (ESPP)
  • Matching donations program
  • Flexible time away plan and family leave programs
Full Job Description
Job Description

We are seeking a highly motivated leader and team player to drive and support a plan to accelerate and scale the growth of our AWS business. You will focus on enterprise customers in the Banking, Insurance, and Wealth Management industries. This role includes responsibility for meeting sales quota and pipeline forecasting. You will build close relationships with customers, AWS, and ServiceNow field sellers while leading virtual teams including solution sales, solution consulting, partner, product, and operations.

This is a key and strategic role that requires a balance of sales, strategy and a roll-up your sleeves and 'get it done' attitude. Success requires the execution of a plan to develop and accelerate the growth of AWS revenue both with top existing customers and to land new enterprise customers. You must be a highly motivated team player with expertise working in a fast paced, cross-functional manner where change is constant. You have the ability to establish broad senior level relationships. You have a proven track record of delivering results and getting things done. You demonstrate strong business acumen, have outstanding communication skills and are able to effectively build relationships, negotiate complex contracts and influence large purchase decisions for the biggest brands in the world.

What you get to do in this role:
  • Create an AWS sales plan with Americas leadership to drive growth and then bring it to life. Leverage your passion for driving sales results to close.
  • Build trust and deep multi-tiered relationships through the customers' organization, from business unit teams to CxO level
  • Work with the greater ServiceNow solution teams to develop a ServiceNow solution based on the customer's strategic outcomes
  • Manage relationships between ServiceNow, AWS and executive-level customers
  • Present the value of the partnership evangelizing joint innovation use cases
  • Negotiate complex contracts
  • Build mindshare within AWS field sales leadership and account teams to drive sales
  • Develop a clear roadmap across the customer, AWS and ServiceNow teams to promote an outstanding customer experience
  • Ensure customers are at the center of everything. Deliver high-value outcomes for customers
  • Ensure alignment with Value Selling (ie: Value Prompter), NowSell principles and partner 3-way sales
  • Tackle strategic projects to smooth hyperscaler adoption across ServiceNow inclusive of operations, finance, reporting, enablement, and deal desk.
  • Responsible for weekly pipeline reporting, progress updates, customer references, deal registration
  • Work with marketing to plan events, land public customer references and drive customer engagement including stage presence at major events

In order to be successful in this role, we need someone who has:
  • 10+ years of experience in large client management, and aligning account strategies to revenue opportunities
  • 5+ years of experience as a Client Director or equivalent role with validated multi-million-dollar sales solutions experience and Executive level relationship management
  • Previous sales experience in IT Service Management, HR, Security Operations, Customer Service and IT Operations Management (within software or IT sales organizations)
  • Ability to understand broad, macro-level business and IT needs for the largest, most well-known brands in the world


Qualifications
  • Background experience from a career working at ServiceNow and/or AWS
  • Strong track record of exceeding sales targets by 150-200%
  • High energy, enthusiasm, and passion for the business.
  • Excellent understanding of growing and sustaining businesses in a highly competitive and changing marketplace
  • Comfortable with ambiguity, complexity, and thinking on multiple levels of abstraction; demonstrates use of critical thinking techniques.
  • Excellent spoken and written communication, interpersonal, relationship building skills
  • Experience leading virtual and matrixed teams
  • ServiceNow platform and AWS Cloud Practitioner training a plus (not required)
  • Travel up to 50%


For positions in this location, we offer a base pay of $126,060 - $208,020, 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. 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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