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ServiceNow is seeking a Senior Enterprise Account Executive focused on the Defence sector, based in Staines, UK. In this role, you will drive new business sales revenue through a SaaS license model by developing deep relationships with C-suite personas (CFO, CIO, COO, CDO) across defence and government organizations.
You will own account planning and territory strategy, researching prospect customers and executing field-based sales activities within a defined set of accounts or vertical. A key responsibility is orchestrating account strategy across a broad virtual team—Solutions Consultants, Solutions Specialists, Success resources, Partners, and Marketing—to ensure coordinated, multi-threaded engagement.
As a trusted advisor, you will understand customers' business challenges and IT roadmaps, advising on how ServiceNow's AI-native platform can address their needs. You will identify the right specialist resources to bring into deals at the right time, maintaining healthy C-level relationships and promoting a customer success, "win as a team" culture.
ServiceNow is the AI control tower for business reinvention, serving 85% of the Fortune 500. The role offers flexibility around work personas (flexible, remote, or in-office depending on work nature and location), though the Defence sector focus and account-based nature suggest regular in-office presence and up to 50% travel.
Requirements:
- 10+ years of sales experience in software or solutions sales organizations
- Proven track record establishing trusted relationships with current and prospective clients and cross-functional teams
- Demonstrated success producing new business, negotiating deals, and maintaining C-level relationships
- Consistent achievement of sales targets
- Experience leveraging or critically thinking about AI integration into work processes, decision-making, or problem-solving (using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact)
- Ability to understand the broader picture and ServiceNow's IT strategy and roadmap
- Experience promoting customer success in a collaborative team environment
- Willingness to travel up to 50%
