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Salary: USD 145,150 - 220,000 / annual
ServiceNow is seeking a Senior Solution Sales Executive to drive new business revenue for its OT/Cyber-Physical Systems portfolio within state and local government accounts across the US West territory. The portfolio includes Armis OT visibility and security, Cyber Asset Security, and USEM for OT.
In this role, you will develop relationships with OT and cybersecurity leaders (CISO, VP/Director of OT Security, Plant/Facility Operations leaders, Critical Infrastructure Program Owners) within state and local government organizations. You will build and lead account strategy across a broad virtual team including Client Directors, Solution Consultants, Armis specialists, and Partners to orchestrate coverage of both IT and OT stakeholders.
You will serve as a trusted advisor by understanding each customer's OT/cyber-physical risk posture and regulatory obligations, advising on how ServiceNow's OT security portfolio fits their broader security and asset management roadmap. You will identify and bring in the right specialist or support resource at the right time, particularly OT/ICS security and Armis subject-matter expertise.
Key responsibilities include account and territory planning, prospect research, business development strategy, and field-based sales execution against a defined set of accounts. You will produce new business, negotiate deals, and maintain healthy relationships with senior security and operations stakeholders.
ServiceNow is the AI control tower for business reinvention, with an AI platform that brings together any AI, any data, and any workflow. The company works with 85% of the Fortune 500 and is building an AI-native culture. Armis from ServiceNow protects the entire attack surface and manages cyber risk exposure in real time, combined with ServiceNow's Security and Risk capabilities.
REQUIREMENTS:
- 7+ years of sales experience within a software or solutions sales organization
- Must have prior US Government sales experience (State/Local/Federal)
- Experience selling cybersecurity, ideally OT/ICS security (e.g., Claroty, Nozomi, Tenable), cyber-physical systems, or asset security solutions
- Knowledge of and experience selling into state and local government or other critical infrastructure sectors (utilities, transportation, water/wastewater)
- Experience leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving
- Ability to establish trusted relationships with current and prospective clients and cross-functional teams
- Ability to produce new business, negotiate deals, and maintain healthy relationships with senior security and operations stakeholders
- Track record of overachieving sales targets
- Ability to understand the "bigger picture" of a customer's OT/IT convergence and security strategy and bring it to life commercially and technically
- Experience promoting a customer-success focus in a "win as a team" environment
