Account Executive for Services in Germany
vor 3 Wochen
Dear candidate, while we currently do not have an open position, we are actively connecting with professionals interested in future opportunities at ServiceNow as a services seller in Germany. If you possess the necessary qualifications for this role, we encourage you to express your interest, and we will reach out to you.
This position is integral to the Customer Outcomes team. ServiceNow employs a methodology known as NowValue (Envision, Create, Validate, Champion) to ensure that client value creation is achieved efficiently and effectively.
ServiceNow is focusing on enhancing its Expert Services and legacy Customer Success initiatives towards a new offering called Impact, dedicated to value visualization and acceleration.
The Services Account Executive is responsible for proposing tailored implementation strategies that maximize value creation for our clients.
Key Responsibilities:
Sales Strategy:
- Utilize the NowValue methodology to coordinate a comprehensive pre-sales team (Inspire, Enterprise Architect) to define and position transformation services aligned with our clients' digital initiatives.
- Develop a business portfolio based on territory Account Plans that reflects the ambitions of Customer Outcomes throughout the year.
- Advocate for Customer Outcomes offerings within the organization, primarily engaging with Sales Directors and Account Executives in the territories.
- Maintain a robust business portfolio, ensuring a high level of predictability at the portfolio level, in accordance with Sales Operations standards.
Sales Execution:
- Serve as the primary liaison for customers regarding ServiceNow's Services portfolio (Expert Services, Training, Impact).
- Lead negotiation engagements, ensuring that evaluations by legal and operational stakeholders are conducted, resulting in an acceptable level of organizational risk for ServiceNow.
- Ensure comprehensive plans are developed for the deployment of the full range of licensed products, beyond just those required for initial projects.
- Draft each services proposal to enhance the likelihood of high client satisfaction ratings.
Post-Sales Execution:
- Facilitate a successful transition to the Delivery organization through detailed briefings and handovers.
- Ensure that each services contract allows for timely and consistent revenue recognition with minimal risk of adverse revenue adjustments.
- Encourage clients to provide references that will position ServiceNow as a leader in the market.
- Identify business development strategies for accounts with low customer satisfaction, low adoption/usage, and upgrade needs.
Qualifications:
- Fluency in German.
- Proven experience in selling professional services and/or solutions within the software sector.
- Experience in consultative sales.
- Ability to cultivate and collaborate on strong relationships within both internal and external ecosystems, ensuring effective engagement with core teams and clients.
- Proficient in summarizing key points for executives and possessing a thorough understanding of cloud application technologies and trends.
- Demonstrated history of meeting and exceeding sales quotas and key performance indicators.
- Capability to segment account lists and identify appropriate resource investments.
- Strong cross-functional teamwork skills, able to navigate challenging discussions and meetings with business partners.
- Exhibit a balance of strategic and tactical skills with a high level of intellectual agility.
- Strong focus on ownership and execution against deadlines while managing multiple opportunities simultaneously.
Additional Information:
ServiceNow is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law.
At ServiceNow, we prioritize flexibility and trust in our distributed work environment. If you require assistance to complete any part of the application process, please reach out for support.
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