Sr. Services Account Executive- Health Care Life Sciences

About the role

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started. Join us to put AI to work for people.

Responsibilities

• Sell a portfolio of service offerings designed to help customers successfully adopt the products they have purchased and achieve the expected business outcomes; these offerings include Impact success offering, product implementation services, and training.
• Be well‑versed in services and post‑sales adoption strategies, acting as a trusted advisor to the account team and customers for successful implementation, adoption, and value realization.
• Own the Services sales strategy as a quota‑carrying role by proactively creating demand for new Services opportunities and partnering with the ServiceNow Sales team and partners to develop and execute Services sales opportunities in the assigned territory.
• Collaborate with software sales account teams, Customer Outcomes team members, and the ecosystem of delivery partners.
• Develop and execute a services sales strategy in the designated territory with a target account list.
• Proactively create new Services opportunities (Impact, Implementation Services, and Training) in both new and installed base customers.
• Create pipeline and manage end‑to‑end forecasting process for Services opportunities.
• Serve as a trusted advisor to the customer by understanding their existing and future digital transformation roadmap and driving the right mix of ServiceNow services to meet their needs.
• Arrange and conduct Executive and CxO services‑related discussions in alignment with the account strategy.
• Lead the extended team in solutioning and scoping, and proposal development.
• Execute value‑based selling methodology for Impact, Implementation Services, and Training opportunities.

Qualifications

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision‑making, or problem‑solving (e.g., using AI‑powered tools, automating workflows, analyzing AI‑driven insights, exploring AI’s potential impact).
• Minimum 12 years of previous services sales experience within a SaaS software or solution sales organization (or reasonably equivalent).
• New account sales focus, operating independently to identify new opportunities.
• Existing relationships in large enterprise accounts a plus.
• Demonstrable track record of achieving Services, Success, or Training sales targets.
• Ability to communicate and collaborate across lines of business and multiple customer and partner personas, including executives.
• Strong operational command – managing end‑to‑end franchise.
• Travel up to 75% (depending on geography/region).