Job Description

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SERVICENOW BUSINESS DEVELOPMENT EXECUTIVE

JOB DESCRIPTION:

This role is part of the United Global Technologies’ (UGT) Business Development team. Our purpose is to accelerate platform adoption and drive customer business outcomes. We do this through a portfolio of services, delivered by world-class consultants, training and success professionals, our leading practices, methodologies, and tools, as well as our ecosystem of partners.

The ServiceNow Business Development Executive is responsible for the opportunity management of Services sales within strategic accounts, in coordination with the license sales teams and partners, if applicable. Additional responsibilities involve activities to support obtaining the highest levels of services customer satisfaction scores. The ServiceNow Business Development Executive ensures that all proposals are sized and scoped for successful project delivery.

Each ServiceNow Business Development Executive is expected to ensure that clients make full use of their ServiceNow investment by driving rollout and deployment plans for the full array of licensed ServiceNow products. These plans should be developed through a strong partnership with the sales organization.

The ServiceNow Business Development Executive role is responsible for ensuring that each services proposal is structured to allow revenue to be recognized in a predictable and timely fashion and with minimal risk of revenue being withdrawn or reduced versus initial contract expectation. The role will work with the Delivery organization to provide expected revenue performance numbers, versus plan.

WHAT YOU GET TO DO IN THIS ROLE:

As a ServiceNow Business Development Executive, you will be responsible for selling a portfolio of service offerings designed to help our customers successfully adopt the products they have purchased and ultimately achieve the business outcomes they expected from utilizing ServiceNow products. These service offerings include Impact success offering, product implementation services, and training. The ServiceNow Business Development Executive is well-versed in services and post-sales adoption strategies. They are a trusted advisor to our customers for successful implementation, adoption, and value realization. A quota carrying role, the ServiceNow Business Development Executive owns the Services sales strategy by proactively creating demand for new Services opportunities for their assigned territory.

·       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

·       Lead extended team in solutioning and scoping, and proposal development

·       Execute value-based selling methodology for Impact, Implementation Services, and Training opportunities

·       Support product sales as a technical and domain expert of a client-facing sales team

·       Lead discovery workshops to determine customers' challenges and give product demonstrations to align our solution with customer needs

·       Answer product feature and technical questions from customers, channel partners and ServiceNow colleagues

·       Provide feedback to product management about product enhancements that can address customer needs and provide additional value

·       Share and learn best practices and re-usable assets with other Solution Consultants to enhance the quality and efficiency of the team

·       Stay current on competitive analysis and market differentiation

·       Support marketing events including executive briefings, conferences, user groups, and trade shows

TO BE SUCCESSFUL IN THIS ROLE YOU HAVE:

·       5+ years of experience in selling professional services and/or solutions in the software industry

·       Consultative sales experience

·       New account sales focus, operating independently to identify new opportunities

·       Ability to build and collaborate strong relationships within the internal and external ecosystem, ensuring proper engagement with core teams and customers

·       Excellent communication skills analytical skills and thorough understanding of cloud application technology and trends

·       Proven track record of meeting and exceeding quota and key success metrics

·       Ability to segment account list and identify appropriate investment of resources

·       Cross-functional teamwork skills. Able to handle tough conversations and challenging meetings with internal and external stakeholders

·       Display a balance of strategic and tactual skills

·       Ability to remain agile in changing and fast-paced environment

·       Strong focus on ownership and execution against deadlines while managing multiple opportunities at a time

·       High energy with positive energy and a growth mindset

ADDITIONAL INFORMATION:

·       Remote

·       Travel, as necessary

Company Description

2017 – Based on our past performance with the Department of Energy (DOE), UGT was selected into the Mentor Protégé program to support Stanford National Accelerator Laboratory (SLAC) in California. 2013-2015 – UGT secured 400% growth over this 3-year period. 2012-2017 – Inc. Magazine has named UGT to its 500/5000 list of top IT service companies in the US for six straight years. 2018 – UGT has been honored as a Proven Performer in the ZeroChaos Performance Excellence Program.