Hyperscaler Sales Executive

Company Description

It 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 Description

We are seeking a highly motivated sales executive to drive a structured plan to accelerate and scale the growth of our Hyperscaler business, with a focus on our territories in UKI. You will focus on our largest, most strategic Marquee enterprise customers, build close relationships with C-level customer stakeholders, and work closely with our core account teams + Hyperscaler account teams to create, qualify, mature and close incremental NNACV for ServiceNow in a predictable manner quarter-over-quarter.

This is a key and strategic role that requires top-of-funnel sales generation, bottom-of-funnel closing, and an operating/forecasting rigor. You must be a highly motivated team individual with the ability to work cross-functionally, to establish broad senior level relationships at customers, and have a proven track record of delivering success in a quota-carrying capacity, ideally in enterprise sales. You should demonstrate a strong business acumen, have outstanding communication skills and are able to effectively build relationships, negotiate complex contracts and help close large ($1M+) purchase decisions for the biggest brands in the world.

You will achieve sales quotas for allocated accounts and/or territory on a quarterly and annual basis by:

• Developing a sales strategy in the allocated territory with a target prospect list, and a robust franchise plan to quota. In addition, it will be important to have detailed account plans for key customers in alignment with core AEs.
• Prospect qualification and the development of new sales opportunities and ongoing revenue streams in collaboration with NOW and Hyperscaler account teams.
• Arranging and conducting initial Executive and CxO discussions and positioning meetings; close collaboration with your Account Team / Solution Consulting counterpart and extended team to deliver 'art of the possible' demonstrations showcasing ServiceNow's Now on Hyperscaler solutions, as well as clear articulation of business value / ROI.
• Build robust mutual close plans with account teams and customers to enable successful and predictable closure of NNACV transactions. This includes clear understanding of procurement cycles/stakeholders, managing buyers/budgets across infrastructure and software categories, and aligning supporting functions across NOW/Hyperscaler/customer to enable transaction closure (e.g. deal desk, legal, finance etc.).
• Being the trusted advisor to the customer by understanding their existing and future roadmap to drive the ServiceNow platform with the Hyperscaler's Cloud offerings.
• World-class sales process management and opportunity closure, as well as forecasting hygiene and capabilities.
• Ensure alignment with Value Selling (i.e: NOW Value Prompter), NowSell principles and ISV 3-way sales.

Qualifications

To be successful in this role you have:

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry.
• 10+ years of experience in enterprise software sales and/or sales management, with strong track record on sales attainment (consistently meeting/beating quotas).
• Exceptional written and verbal communication skills - strategic, top down, concise.
• Proven ability to develop trusted advisor relationships with customers and sales organizations; demonstrated ability to advise and influence senior leaders, multiple teams / departments on strategy, messaging and customer engagement.
• Resourceful, self-motivated and able to prioritize independently in a dynamic, high growth environment.
• Ability to achieve revenue growth and solution revenue growth targets for their overall region and accounts, in partnership with the direct account sales teams.
• A working knowledge of the ServiceNow and Hyperscaler Cloud Platforms, ideally Azure.
• Ability to travel up to 50% of the time.
• Bachelors and/or Masters degree in Business, Technology or related fields.

Not sure if you meet every qualification? We still encourage you to apply! We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candidate!