It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.
Join us to put AI to work for people.
Job Description
The Solution Sales Executive will oversee market success of ServiceNow's Risk & Security solutions. These products are built on our market leading Service Management platform and create a single source of truth that allows enterprise processes to execute with uniform information.
What you get to do in this role:
The Solution Sales Executive supports the strategy and solution win for specialty solution areas depending on engagement model. Responsibilities/ activities can vary by solution area given coverage capacity.
Own the creation of new pipeline and opportunities for Risk & Security solutions across aligned accounts
Support territory strategy and planning to improve vertical agreement, account use case targeting and execution
Provide input to AE during the account planning process based on territory strategy and recommendation
Ensure recommendation to territory strategy and account planning is aligned with Now Value principles
Support customers to envision the value of a digital transformation and support development of strategy by partnering with rest of account team, customer and partners.
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Interlock with SC & Specialist SC on Capability Roadmap for feedback and agreement and team based on engagement model
Coach AEs, ADRs, ACE with foundational specialty solution area knowledge to identify specialty solution opportunities and help manage the sales cycle
Customize the time allocation of responsibilities to the needs of the territory and account team and celebrate successes
Qualifications
To be successful in this role you have:
Current location in Western US metro
Travel required: 40-50%
7+ years as a quota-carrying Enterprise AE (or equivalent) specializing in Risk & Security
Deep domain and security industry SME
Preferred: proven success selling into the Hi-Tech sector
Demonstrated ability to leverage or think critically about integrating AI into workflows, decision-making, and problem-solving—whether through AI-powered tools, workflow automation, AI-driven insights, or assessing AI's broader impact on the function or industry
Solid understanding of enterprise B2B sales processes
For positions in this location, we offer a base pay of $125,450 - $186,000, 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.
Equal Opportunity Employer
ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.
Accommodations
We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact globaltalentss@servicenow.com for assistance.
Export Control Regulations
For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.
