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Account Manager

3 months ago

Dubai, Dubai, United Arab Emirates ServiceNow Full time

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 7,700+ customers, we serve approximately 85% of the Fortune 500, and we're proud to be one of FORTUNE 100 Best Companies to Work For and World's Most Admired Companies.

Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

This role is part of the Customer Outcomes team. ServiceNow relies on a methodology called
NowValue (Envision, Create, Validate, Champion).

Customer Outcomes' purpose is to ensure this wheel is executed in a timely fashion and, more importantly, with the appropriate acceleration toward the client's value creation.


In 2022, ServiceNow is leveraging on its Expert Services and legacy Customer Success towards a new product called Impact, which is fully dedicated to value visualization and acceleration.


The role of the Services Account Executive is to propose to our client the most adapted implementation approach toward maximized value creation.


What you get to do in this role:

Sales Strategy:

  • Leveraging the NowValue approach, orchestrate an extended presales team (Inspire, Enterprise Architect) to define and then position transformation services for our client's digital endeavour.
  • As a result, a book of business, based on territory Account Plans, will reflect Customer Outcomes ambition throughout the year.
  • Promote Customer Outcomes offers in the company, primarily with the Sales Directors and Account Executives attached to the territories.
  • Maintain a healthy book of business, ensuring a high level of predictability at the portfolio level, per Sales Operations standards.

Sales Execution:

  • Act as the primary point of contact for the customer with regards to ServiceNow's Services portfolio (Expert Services, Training, Impact)
  • Lead engagement negotiation, ensuring legal and operational stakeholder evaluations are performed, resulting in acceptable organizational risk taken by ServiceNow.
  • Ensure that plans are developed so that the full array of licensed products may be deployed, not just those that might be needed for a first project.
  • Ensure that each services proposal is drafted to maximize the chances of the client providing high marks for project satisfaction.

Post-Sales Execution:

  • Ensure successful transition to the Delivery organization through comprehensive briefings and handover
  • Ensure that each services contract enables revenue to be recognized in a timely and consistent fashion with mínimal risk of detrimental revenue adjustment
  • Drive the client to provide references that will place ServiceNow as a market leader
  • Identify business development plans for accounts with low customer satisfaction, low adoption/usage and upgrade requirements.

Qualifications To be successful in this role you have**:

  • Demonstrable experience in selling professional services and/or solutions in the software industry
  • Consultative sales experience
  • Ability to build and collaborate strong relationships within the internal and external ecosystem, ensuring proper engagement with core teams and customers
  • Validated track record of meeting and exceeding quota and key success metrics
  • Ability to segment account list and identify appropriate investment of resources
  • Crossfunctional teamwork skills. Able to navigate tough conversations and challenging meetings with business partners
  • Display a balance of strategic and tactual skills with a high level of intellectual agility
  • Strong focus on ownership and execution against deadlines while managing multiple opportunities at a time
  • Right to work in the country your have applied to (Ideally holder of a residency visa and work permit for Dubai)

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.

Please Note:
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