Senior Solution Sales Executive - ERP

Solution Sales is on a journey to innovate across ServiceNow’s go-to-market (GTM), delight our customers, and fuel our unparalleled climb to $20B+. We are moving fast, and with this rapid scale and dynamic growth we are hiring a team of ERP Solution Sales Executives to drive growth for our rapidly expanding ERP solutions portfolio.

ServiceNow’s unified platform empowers businesses to establish a clean core strategy to modernize their ERP. We help our customers discover points of friction in their ERP environments, deploy apps and pre-defined workflows or low-code / no-code solutions, and drive continuous improvement for their critical ERP systems. ERP Solution Sales Executives will be responsible to incubate and grow our expanding ERP product offerings while helping our customers deliver great user experiences.

ServiceNow is seeking seasoned Solution Sales Executives who know how to succeed in early stage and hyper growth markets. We need customer facing domain experts who drive innovative business solutions with our customers.

Candidates for this SSE role should have extensive experience with SAP/and or Oracle ERP as well as the associated technologies in this area (BTP, ECC, S/4 HANNA, Ariba, Coupa). This position will focus on our low-code app dev App Engine for ERP modernization products (SAP, Oracle, etc.) with the support and partnership of Sales, Channel Partners, Product Management, and the executive management team. This role will need to go deep and wide on all stages of a C-level sales cycle.

This position comes with the opportunity to play a pivotal role in scaling a hypergrowth business. The ideal candidate is a proven sales professional, expert at partnering within a matrixed sales environment to drive success. The ideal candidate will be a superb relationship builder, and an intellectually curious individual who can develop trust across the sales ecosystem and across multiple lines of business with our customers (finance, procurement, IT, risk). The candidate must be able to prioritize deal engagement to deliver maximum success across a large sales territory.

What you get to do as an ERP Solution Sales Executive:

• Partner with the ERP Specialist Solution Consultant to co-develop and execute a go-to-market strategy for the assigned territory you cover.
• Incubate and scale a new business with an entrepreneurial mindset but do so with the support and heft of a broader GTM engine that consistently produces outstanding NNACV growth.
• Bring deep domain expertise to create pipeline, mature and develop opportunities, and support core field teams in the final stages of negotiation and close for ERP deals.
• Deliver on your territory’s NNACV quota for the ERP product line.
• Provide timely and reliable insight into current quarter forecast and multi-quarter business health.
• Execute GTM strategies in partnership with WF/BU & cross-functional business partners including marketing, partner, geo-aligned solution sales, digital sales, core field sales and others.
• Contribute as part of a small, geographically dispersed team of solution sellers who are dedicated to the incubation and growth of our ERP product line.
• Provide feedback to product management about product enhancements that can address customer needs and provide additional market value.
• Expand ServiceNow sale capacity by supporting initiatives to execute ERP enablement priorities, expand field domain expertise and ensure competitive readiness.
• Provide guidance on target account selection and prioritization. Partner closely with geo-aligned solution sales specialists and core sales teams to build and execute ERP plays and activities.
• Facilitate best practice sharing between field teams and contribute to a strong virtual community of interest around ERP.

Requirements

To be successful in this role you have:

• 15+ years’ experience in sales, especially for new or incubation products.
• Deep sales, market and product knowledge relating to ERP, with specific experience selling ERP enterprise software in a large, global matrixed sales organization.
• Experience in a specialist sales organization preferred. Proficiency with the ServiceNow low code platform is a plus.
• Outstanding communication skills, ability to influence across all functions in the sales ecosystem.
• Understanding of customer buying preferences, market dynamics and key drivers with ability to translate into sales engagements that deliver value for our customers.
• A consistent track record of sales excellence; meeting and exceeding team quotas
• Superior knowledge and demonstrated skills of sales techniques, customer interaction, customer relations.
• Strong forecasting and reporting capabilities with solid understanding of key financial metrics, ROI (Return on Investment) assessment and market insights analysis for near-term and long-term health of the business.
• A proven and consistent record of accomplishment selling to large enterprise level customers and established relationship at the C-suite level.
• Strong organization, communication, teamwork, presentation, problem solving and time management skills.
• A self-starter with a “win as a team” approach
• Travel, as necessary (30-50%)

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