Job Summary:

The role of the Senior Services Executive is responsible for positioning and selling professional services into ServiceNow customers.  Those customers may be new or existing and could work with our Professional Services independently, or through a partner relationship.  Our Services Sales roles differ from those of other ServiceNow services partners in that the objective is provide rapid time to value through high-quality, advanced services that drive the consumption of the ServiceNow platform.

Essential Functions:

1. Sell Professional Services to Enterprise Customers
2. Develop pipeline through strong and active relationships with regional sales teams
3. Establish partnership with Sales, Alliances & Channels and Customer Success
4. Position packaged services within customer proposals and partner-led customer relationships
5. Position Advisory Services in partner-led projects and programs

Leveling Guide Criteria:
Recognized subject matter expert in professional discipline; depth of knowledge and experience enables contribution in a more complex/critical environment.                               

Professional Services Core Competencies:

Customer focus           
Addresses gaps in the workgroup’s ability to meet emerging customer needs. Gathers customer satisfaction input on behalf of the team. Holds others accountable for meeting customer needs. Aligns business processes to work with those of customers.         

Collaborates    
Shares information with others so there are no surprises. Involves others as appropriate to accomplish individual and group goals. Encourages unity rather than “us vs them” thinking. Welcomes and acknowledges the ideas and input of others.           

Communicates effectively      
Adjusts communication content and style to the audience and a diverse set of stakeholders. Breaks down communication barriers between others. Encourages candid and open communication among groups. Practices active and attentive listening skills to verify understanding.           

Drives results  
Demonstrates a strong drive to achieve meaningful results. Drives tasks to successful completion and closure. Shows determination in the face of obstacles and setbacks. Sets high standards for own performance.           

Courage          
Follows convictions in the face of adversity. Takes on the unknown. Raises difficult issues to ensure that they are addressed. Offers ideas or opinions without fear of criticism or professional risk.  

Cultivates innovation  
Suggests creative ideas and innovative solutions. Explores multiple alternatives and approaches to overcome obstacles and find solutions. Applies expertise in ways that are unique or innovative. Is open to and builds upon new ideas and solutions offered by others.

Functional Competencies:

Business opportunity identification, analysis, and development
Shows advanced understanding of market dynamics and trends, using this to validate recommended business opportunities. Conducts advanced business analysis to exploit opportunities. Leverages an advanced knowledge of the organizations growth strategy, product, and services to guide internal initiatives. Leverages advanced knowledge to drive complex feasibility study processes that identify business opportunities and result in economic advantages. Leverages a strong understanding of specialization and broad multidisciplinary understanding to educate and engage others on longer term sources for organic growth.

Situational adaptability          
Demonstrates flexibility of responses to different situations. Recognizes cues that suggest a change in approach or behavior is needed. Adapts to changing needs, conditions, priorities, or opportunities. Monitors how well approach is working to see if change is needed.           

Strategic mindset        
Considers industry and market trends when making decisions. Identifies which efforts will have the greatest strategic impact on the organization. Balances strategic concerns with day-to-day activities. Considers future possibilities and scenarios that may affect the team/organization.           

Trusted advisor           
Nurtures relationships over time to build understanding and trust and develop a basis for future interactions. Builds and communicates independent opinion on customer needs, problems, and possibilities for implementation. Effectively communicates and reiterates information to check understanding before drawing conclusions and takes multiple steps to persuade. Responds to concerns in a proactive manner promoting long-term solutions.         

Persuades       
Ensures that positions satisfy the needs, interests, and concerns of others. Promotes or asserts positions with conviction and a compelling rationale. Is able to win concessions during negotiations without damaging relationships. Persists and holds firm appropriately without too much pushing or compromising.

ServiceNow is an Equal Employment 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, or veteran status. If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at (408) 501-8550, or [email protected] for assistance.