Company Description
At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you.
With more than 7,400+ customers, we serve approximately 80% of the Fortune 500, and we're proud to be one of FORTUNE's 100 Best Companies to Work For® and World's Most Admired Companies® 2022.
Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.
Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.
Job Description
The Solution Sales Executive owns pipeline creation, deal execution, and revenue outcomes for ServiceNow's Risk and SecOps within an assigned territory. You will operate as the business owner for Risk & Security opportunities - accountable for identifying prospects, developing executive relationships, driving deals to closure, and ensuring customer outcomes that create expansion opportunities. In multi-product deals, you maintain independent ownership of R&S workstreams, enabling Core Sales to focus on broader account orchestration.
What you will get to do in this role:
- Own your territory: Develop and execute a sales strategy with target prospect lists, pipeline coverage plans, and revenue forecasts for your assigned accounts and territory
- Drive executive relationships: Establish and maintain C-suite relationships (CRO, CISO, COO, CIO, CAIO) as a trusted advisor on their Risk, Security, Operational Resilience, and AI Governance roadmaps - creating sustained pipeline beyond single transactions
- Generate pipeline independently: Prospect directly to customers and partners, qualify opportunities, and create new business without requiring AE introduction or inside sales support
- Lead discovery and demonstrations: Conduct executive discovery sessions and deliver outcome-focused product demonstrations that showcase ServiceNow's Risk & Security solutions in context of customer business challenges
- Build compelling business cases: Working with our Inspire Value teams, develop ROI models, value roadmaps, and cost-efficiency analyses that justify business case investment and accelerate decision-making
- Own deal execution: Manage the complete opportunity lifecycle including solution design, commercial negotiation, contract structuring, and deal closure - maintaining accurate forecasts and CRM hygiene throughout
- Navigate complex regulatory requirements: Understand and articulate how ServiceNow addresses compliance frameworks including DORA, NIS2, AI Act, and industry-specific regulations across GRC, Third Party Risk Management, Operational Resilience, and AI Governance
- Orchestrate the ecosystem: Lead virtual teams including Solution Consulting, Partners (GSIs and boutiques), Outbound Product Management, Professional Services, and other ServiceNow solution areas to deliver integrated outcomes for customers
- Drive adoption and expansion: Ensure successful customer implementation and identify expansion opportunities to grow ARR through additional use cases, products, or business units
- Represent ServiceNow in market: Attend industry and partner events, executive briefings, and customer forums to build thought leadership and generate demand
Qualifications
To be successful in this role you have:
- 10+ years of enterprise software or platform solution sales experience with consistent track record of quota attainment through self-sourced pipeline generation
- Deep domain expertise in GRC, Information Security, Security Operations, Third Party Risk Management, or Operational Resilience - including understanding of regulatory compliance frameworks and their technology implications
- Executive presence and business acumen to operate as a peer with C-suite buyers, navigating complex organizational dynamics and building trusted relationships without requiring support
- Self-starter mentality with demonstrated ability to operate autonomously, drive outcomes independently, and take full ownership of business results
- Technical fluency to conduct early stage product demonstrations, understand API/integration patterns, and articulate how Risk & Security workflows integrate within the broader ServiceNow platform and ecosystem tools (SIEM, GRC, TPRM platforms)
- Commercial sophistication: Strong negotiation skills, understanding of SaaS subscription models, land-and-expand strategies, and growth levers
- Partner ecosystem expertise: Proven ability to build co-sell motions, manage partner influence, orchestrate complex deals, and activate partner-led demand generation
- Complex deal management: Experience leading opportunities with multiple stakeholders, long sales cycles, and matrixed team coordination across geographies and functions
- Structured qualification methodology experience (e.g., MEDDPICC, SPICED) with ability to forecast accurately and maintain disciplined pipeline management
- Industry vertical knowledge and understanding of sector-specific risk, security, and compliance requirements
- Communication excellence: Ability to translate complex technical concepts into business value for diverse audiences from practitioners to board level
- AI literacy: Experience leveraging AI-powered tools for workflow automation, insights generation, or exploring AI's impact on risk and security practices
- Regional travel required, hybrid role with offices in Staines and London
- Fluency in English essential
Nice to have:
- Previous technical implementation, solution consulting, or professional services experience
- Relevant certifications (CRISC, CISM, CISSP, or similar)
- Experience in financial services, insurance, healthcare, or other highly regulated industries
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 lead with flexibility and trust in our distributed world of work. Click here to learn about our work personas: flexible, remote and required-in-office.
If you 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 talent.acquisition@servicenow.com for assistance.
For positions requiring access to technical data subject to export control regulations, including Export Administration Regulations (EAR), ServiceNow may have to obtain export licensing approval from the U.S. Government for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by the U.S. Government.
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