Sr Enterprise Sales Associate
About the role
The Enterprise Sales Associate is part of the global Digital GTM organization and will team with Account Executives (AE) to drive new sales revenue. The Enterprise Sales Associate has 2 key functions: 1) Drive business in existing, under-penetrated and suspect Enterprise accounts; 2) Source net new opportunities through prospecting efforts.
The ESA will be responsible for the following actions: building quotes and proposals; creating strategic account plans, running business reviews and working alongside the greater account team comprised of the Account Executive, Solutions Consultant, Solution Sales, Renewal Sales, Customer Success and Sales Development.
The Enterprise Sales Associate role involves both selling and sourcing deals to drive new business and develop ServiceNow’s next generation of sales talent through a structured development and promotional path.
What you'll do
- Learn from experienced Sales professionals by being part of the team supporting and driving large Enterprise accounts through every stage of the selling process and customer journey
- Create formal networks with key decision makers and continually build a strong understanding of all aspects of the selling process
- Prospect under-penetrated Enterprise accounts and/or cross-sell new business unit applications
- Provide 'on demand' sales support to customers
- Support Customer Success Managers and Renewal Reps to ensure health and retention of customers
- Be a trusted advisor to your customers by understanding their business and advising on how ServiceNow can help their digital transformation roadmap
- Identify the right specialist/support resources to bring into a deal, at the right time
- Drive sales process management, opportunity closure, and ongoing account management to ensure customer satisfaction and help drive additional revenue streams
- Invest in yourself by continuing to develop your skills through formal training, coaching and feedback
Qualifications
To be successful in this role you:
- Have experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry.
- Have prior experience establishing trusted relationships with current and prospective clients as well as internal teams
- Ran full cycle sales deals for 1-2+ years
- Are coachable and focused on personal development to learn new skills
- Have the ability to understand the "bigger picture" beyond solving a siloed issue
- Are driven and consistently able to apply newly learned, complex knowledge
Pay & benefits
For positions in this location, we offer a base pay of $81,900 - $126,960, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location.
We offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.
Work personas
We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.