Senior Solution Sales Executive (Risk/Security)

Google Chrome Microsoft Edge Apple Safari Mozilla Firefox Senior Solution Sales Executive (Risk/Security)Full-timeEmployee Type: RegularRegion: EMEA - Europe, Middle East and AfricaWork Persona: FlexibleCompany DescriptionIt 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 DescriptionThe Solution Sales Executive will drive market success of ServiceNow's Risk and Security Workflows products. You will play a leading role in engaging assigned accounts and be responsible for the creation of new business and pipeline across ServiceNow sales cycle and methodology. You will oversee executive relationship management for assigned accounts; lead and partner with virtual teams, including Core Field, Solution Sales, Solution Consulting, Support and Professional Services.What you will get to do in this role:Develop a sales strategy in the allocated territory with a target prospect list, and a regional sales plan for your assigned account and/or territory.Develop relationships with multiple C-suite personas (e.g., CISO, Chief Risk Officer, CIO).Collaborate closely with your Solution Consulting counterpart and extended team to deliver ‘art of the possible’ demonstrations showcasing ServiceNow’s capabilities & solution(s), orchestrating relationships as required.Continuously learn and understand the markets for GRC, Third Party Risk Management, Operational Resilience, Privacy and Security OperationsOwn and Lead Risk & Security opportunities all the while collaborating closely with Core Sales Teams (AE’s, SC’s, Leadership), Partners and other ServiceNow Solution Areas to deliver outcomes to our clients and prospects.Demand generation activities where you reach out directly to prospects, customers, partners or present at industry events and seminarsArticulate customer success strategies to the field to streamline and standardize Platform presentations and value propositionSupport our clients in building business cases and value roadmapsProspect qualification and the development of new sales opportunities and ongoing revenue streams with limited support from inside salesSales process and pipeline managementOngoing account management to ensure customer satisfaction and drive additional revenue streamsQualificationsTo be successful in this role, we are looking for someone who has: Deep experience in solution sales, preferably within a GRC, Information Security or Security Operations vendorAn understanding of the solution-related business processesExperience leading virtual or matrixed teamsAbility to understand broad, macro-level business IT needs for a prospective client5+ years of sales experience within complex software or platform solutionsHave comprehensive knowledge about regulatory frameworks i.e. KRITIS, DORA, NIS2, EU AI PactExperience establishing trusted relationships with current and prospective clients and other teamsAbility to produce new business, negotiate deals, and maintain healthy C-Level relationshipsAbility to communicate complex issues in simple terms via written and oral media, to a variety of different audiencesAbility to forge strong business relationships and connect with both C-level execs at customers as well as with individuals in ServiceNow internal and external eco-systemExcellent communication and presentation skillsExperience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may...