ServiceNow

Sr. Solution Sales Executive - State & Local Government (OT / Cyber-Physical Systems), US West

ServiceNow • $145K — $220K *
Dallas, TX 75217In-Person
Education, Government & Non-Profit
5 - 7 years of experience
Today
Be an Early Applicant
Job Overview by Ladders

Qualifications

  • 7+ years of sales experience in software or solutions organizations
  • Proven background in US Government sales (State/Local/Federal)
  • Experience in selling cybersecurity solutions, especially OT/ICS security
  • In-depth knowledge of state/local government or critical infrastructure sectors
  • Ability to cultivate trusted relationships with clients and stakeholders
  • Proven track record of exceeding sales targets
  • Familiarity with integrating AI into decision-making and business processes

Responsibilities

  • Develop relationships with OT and cybersecurity leaders in government organizations
  • Lead account strategy across a diverse virtual team to cover IT and OT stakeholders
  • Act as a trusted advisor by understanding customer risk postures and advising on product fit
  • Coordinate with specialists and support resources effectively at critical times
  • Execute business development strategy and territory planning for defined accounts

Benefits

  • Comprehensive health plans including flexible spending accounts
  • 401(k) Plan with company match
  • Employee Stock Purchase Plan (ESPP) and matching donations
  • Flexible time away plan and family leave programs
  • Flexible work personas based on employee needs and job requirements
Full Job Description
Job Description

You will drive new business sales revenue for ServiceNow's OT/Cyber-Physical Systems portfolio - including Armis OT visibility and security, Cyber Asset Security, and USEM for OT - within state and local government accounts across the US West territory. You will accomplish this through account and territory planning, prospect research, business development strategy, and field-based sales execution against a defined set of accounts.

What you get to do in this role:
  • Develop relationships with OT and cybersecurity leaders (e.g., CISO, VP/Director of OT Security, Plant/Facility Operations leaders, Critical Infrastructure Program Owners) within state and local government organizations
  • Build and lead account strategy across a broad virtual team: Client Directors, Solution Consultants, Armis specialists, Partners, and Marketing to orchestrate coverage of both IT and OT stakeholders
  • Be a trusted advisor by understanding each customer's OT/cyber-physical risk posture and regulatory obligations, and advising on how ServiceNow's OT security portfolio fits their broader security and asset management roadmap
  • Identify and bring in the right specialist or support resource at the right time, particularly OT/ICS security and Armis subject-matter expertise


Qualifications

To be successful in this role you have:
  • Experience leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving - e.g., AI-powered tools, workflow automation, AI-driven insights, or exploring AI's impact on the function or industry
  • 7+ years of sales experience within a software or solutions sales organization
  • Must have prior US Government sales experience (State / Local/ Federal)
  • Experience selling cybersecurity, ideally OT/ICS security (i.e. Claroty, Nozomi, Tenable), cyber-physical systems, or asset security solutions
  • Knowledge of and experience selling into state and local government or other critical infrastructure sectors (e.g., utilities, transportation, water/wastewater)
  • Experience establishing trusted relationships with current and prospective clients and cross-functional teams
  • Ability to produce new business, negotiate deals, and maintain healthy relationships with senior security and operations stakeholders
  • Track record of overachieving sales targets
  • Ability to understand the "bigger picture" of a customer's OT/IT convergence and security strategy and bring it to life commercially and technically
  • Experience promoting a customer-success focus in a "win as a team" environment

For positions in this location, we offer a base pay of $145,150 - $220,000, 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.

Keep Up to Date

Stay ahead with career tips, insider perspectives, and industry-leading insights you can put to use today—all from the people who work here.

Job Alert Emails

Customize your subscription to receive job alerts, the latest news, and insider tips tailored to your preferences. Discover the exciting and rewarding career opportunities that await at ServiceNow.

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

Similar Jobs

Ad banner background

Get Ready For Your
Next Interview

More Jobs at ServiceNow

More Education, Government & Non-Profit Jobs

Find similar Sr. Solution Sales Executive - State & Local Government (OT / Cyber-Physical Systems), US West jobs:

NationwideDallas, TX