Enterprise Account Executive, New Logos

7 months ago

Johannesburg, South Africa ServiceNow Full time

**Company Description**
At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you.

With more than 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be one of FORTUNE 100 Best Companies to Work For® and World's Most Admired Companies.

Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

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.

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**:

- 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) and/or Management Consulting, 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.
- Travel up to 50% (depending on geography/region)

**Preferred Qualifications**
- Degree or equivalent relevant experience required. Experience will be evaluated based on the core competencies for the role and other transferable qualifications / experience
- 7+ 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 envir

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