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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.
What you get to do in this role:
- Manage a book of digital renewals as the primary or secondary driver in close alignment with the Digital Sales Representative.
- Develop win/win negotiation strategies that maximize contract value while enhancing the customer relationship and the value they are realizing from ServiceNow.
- Engage independently in customer conversations around renewal timing, pricing, legal, and general customer needs.
- Identify customer needs and demonstrate account management capabilities to guide renewal closure.
- Maintain an understanding of ServiceNow licensing models to provide both sales and customer assistance in licensing discussions.
- Monitor customer health metrics to identify risks. Develop risk mitigation strategies and guide appropriate actions with partner teams.
- Own renewal forecasting cadence and opportunity management and ensure forecast is accurate and escalate risk as needed.
- Connect with customers on multi-year contracts to ensure continued engagement and customer value realization.
- Present renewal proposal(s) and customer options and notify customer of upcoming contract expiration.
- Work with Legal, Deals Desk, and Sales Operations to resolve complex issues regarding approval and finalization of executable OF.
To be successful in this role you must have:
- 2+ years in a direct sales or sales development role; experience with renewal sales and/or account management a plus.
- Experience building relationships with peers and partners.
- Excellent customer management skills; including sales, account management, and customer service.
- Personal initiative to identify areas of process improvement and efficiency.
- A self-starter with an appetite to jump headfirst into problem-solving and quick to adapt and learn new processes and tools
- Highly organized and proficient at time management. You can juggle multiple priorities at once.
- Strong work ethic and quota achievement.
- Expertise with a SaaS model focused on enterprise software is preferred.
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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 [email protected] 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.
Please Note: Fraudulent job postings/job scams are increasingly common. Click here to learn what to watch out for and how to protect yourself. All genuine ServiceNow job postings can be found through the ServiceNow Careers site.
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