Company Description
It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today - ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.
Job Description
What you get to do in this role:
- Manage a book of mid-market renewals as the primary or secondary driver in close alignment with the Mid-Market Account Executive.
- Develop win/win negotiation strategies that maximise contract value while enhancing the customer relationship and the value they are realising from ServiceNow.
- Engage independently in customer conversations around renewal timing, pricing, legal, and general customer needs.
- Identify customer needs and demonstrate account management capabilities to guide renewal closure.
- Maintain an understanding of ServiceNow licensing models to provide both sales and customer assistance in licensing discussions.
- Monitor customer health metrics to identify risks. Develop risk mitigation strategies and guide appropriate actions with partner teams.
- Own renewal forecasting cadence and opportunity management and ensure forecast is accurate and escalate risk as needed.
- Connect with customers on multi-year contracts to ensure continued engagement and customer value realization.
- Present renewal proposal(s) and customer options and notify customer of upcoming contract expiration.
- Work with Legal, Deals Desk, and Sales Operations to resolve complex issues regarding approval and finalisation of executable OF
Qualifications
To be successful in this role you must have:
- 3+ years in a direct sales or sales development renewal sales or account management role; experience with renewal sales and/or account management a plus.
- Experience building relationships with peers and partners.
- Excellent customer management skills; including sales, account management, and customer service.
- Personal initiative to identify areas of process improvement and efficiency.
- A self-starter with an appetite to jump headfirst into problem-solving and quick to adapt and learn new processes and tools.
- Highly organised and proficient at time management. You can juggle multiple priorities at once.
- Strong work ethic and quota achievement.
- Expertise with a SaaS model focused on enterprise software is preferred.
FD21
Not sure if you meet every qualification? We still encourage you to apply! We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candidate!
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. Learn more here .
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 law. In 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 [email protected] 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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ServiceNow Melbourne, Victoria, AUS Office
Olderfleet 477 Collins Street, Level 16 and 17 , Melbourne, Australia, VIC 3000
