Senior Solution Sales Executive (RiskSecurity)

The Senior Solution Sales Executive owns pipeline creation deal execution and revenue outcomes for ServiceNows Risk and Security solutions within an assigned territory. You will operate as the business owner for Risk & Security opportunities - accountable for identifying prospects developing executive relationships driving deals to closure and ensuring customer outcomes that create expansion multi-product deals you maintain independent ownership of R&S workstreams enabling Core Sales to focus on broader account orchestration.

What you will get to do in this role:

Own your territory: Develop and execute a sales strategy with target prospect lists pipeline coverage plans and revenue forecasts for your assigned accounts and territory

Drive executive relationships: Establish and maintain C-suite relationships (CRO CISO COO CIO CAIO) as a trusted advisor on their Risk Security Operational Resilience and AI Governance roadmaps - creating sustained pipeline beyond single transactions

Generate pipeline independently: Prospect directly to customers and partners qualify opportunities and create new business without requiring AE introduction or inside sales support

Lead discovery and demonstrations: Conduct executive discovery sessions and deliver outcome-focused product demonstrations that showcase ServiceNows Risk & Security solutions in context of customer business challenges

Build compelling business cases: Working with our Inspire Value teams develop ROI models value roadmaps and cost-efficiency analyses that justify business case investment and accelerate decision-making

Own deal execution: Manage the complete opportunity lifecycle including solution design commercial negotiation contract structuring and deal closure - maintaining accurate forecasts and CRM hygiene throughout

Navigate complex regulatory requirements: Understand and articulate how ServiceNow addresses compliance frameworks including DORA NIS2 AI Act and industry-specific regulations across GRC Third Party Risk Management Operational Resilience and AI Governance

Orchestrate the ecosystem: Lead virtual teams including Solution Consulting Partners (GSIs and boutiques) Outbound Product Management Professional Services and other ServiceNow solution areas to deliver integrated outcomes for customers

Drive adoption and expansion: Ensure successful customer implementation and identify expansion opportunities to grow ARR through additional use cases products or business units

Represent ServiceNow in market: Attend industry and partner events executive briefings and customer forums to build thought leadership and generate demand

Qualifications :

To be successful in this role you have:

10 years of enterprise software or platform solution sales experience with consistent track record of quota attainment through self-sourced pipeline generation

Deep domain expertise in GRC Information Security Security Operations Third Party Risk Management or Operational Resilience - including understanding of regulatory compliance frameworks and their technology implications

Executive presence and business acumen to operate as a peer with C-suite buyers navigating complex organizational dynamics and building trusted relationships without requiring support

Self-starter mentality with demonstrated ability to operate autonomously drive outcomes independently and take full ownership of business results

Technical fluency to conduct early stage product demonstrations understand API/integration patterns and articulate how Risk & Security workflows integrate within the broader ServiceNow platform and ecosystem tools (SIEM GRC TPRM platforms)

Commercial sophistication: Strong negotiation skills understanding of SaaS subscription models land-and-expand strategies and growth levers

Partner ecosystem expertise: Proven ability to build co-sell motions manage partner influence orchestrate complex deals and activate partner-led demand generation

Complex deal management: Experience leading opportunities with multiple stakeholders long sales cycles and matrixed team coordination across geographies and functions

Structured qualification methodology experience (e.g. MEDDPICC SPICED) with ability to forecast accurately and maintain disciplined pipeline management

Industry vertical knowledge and understanding of sector-specific risk security and compliance requirements

Communication excellence: Ability to translate complex technical concepts into business value for diverse audiences from practitioners to board level

AI literacy: Experience leveraging AI-powered tools for workflow automation insights generation or exploring AIs impact on risk and security practices

Regional travel required

Fluency in English and local language essential

Nice to have:

Previous technical implementation solution consulting or professional services experience

Relevant certifications (CRISC CISM CISSP or similar)

Experience in financial services insurance healthcare or other highly regulated industries

Additional Information :

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. Learn more here. 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.

Equal Opportunity Employer

ServiceNow is an equal 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 addition all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements. 

Accommodations

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process or are unable to use this online application and need an alternative method to apply please contact for assistance. 

Export Control Regulations

For positions requiring access to controlled technology subject to export control regulations including the U.S. Export Administration Regulations (EAR) ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities. 

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Remote Work :

No

Employment Type :

Full-time