AWS Sales Executive - Banking, Insurance, Wealth Management, Americas

ServiceNow is an AI platform company that helps businesses connect AI, data, and workflows. The AWS Sales Executive will accelerate AWS business growth across enterprise banking, insurance, and wealth management customers by driving sales strategy, quota attainment, pipeline forecasting, executive relationships, complex contract negotiations, and cross-functional virtual teams.

Responsibilities:

• Create an AWS sales plan with Americas leadership to drive growth and then bring it to life.  Leverage your passion for driving sales results to close
• Build trust and deep multi-tiered relationships through the customers' organization, from business unit teams to CxO level
• Work with the greater ServiceNow solution teams to develop a ServiceNow solution based on the customer's strategic outcomes
• Manage relationships between ServiceNow, AWS and executive-level customers
• Present the value of the partnership evangelizing joint innovation use cases
• Negotiate complex contracts
• Build mindshare within AWS field sales leadership and account teams to drive sales
• Develop a clear roadmap across the customer, AWS and ServiceNow teams to promote an outstanding customer experience
• Ensure customers are at the center of everything.  Deliver high-value outcomes for customers
• Ensure alignment with Value Selling (ie: Value Prompter), NowSell principles and partner 3-way sales
• Tackle strategic projects to smooth hyperscaler adoption across ServiceNow inclusive of operations, finance, reporting, enablement, and deal desk
• Responsible for weekly pipeline reporting, progress updates, customer references, deal registration
• Work with marketing to plan events, land public customer references and drive customer engagement including stage presence at major events

Requirements:

• 10+ years of experience in large client management, and aligning account strategies to revenue opportunities
• 5+ years of experience as a Client Director or equivalent role with validated multi-million-dollar sales solutions experience and Executive level relationship management
• Previous sales experience in IT Service Management, HR, Security Operations, Customer Service and IT Operations Management (within software or IT sales organizations)
• Ability to understand broad, macro-level business and IT needs for the largest, most well-known brands in the world
• Background experience from a career working at ServiceNow and/or AWS
• Strong track record of exceeding sales targets by 150-200%
• High energy, enthusiasm, and passion for the business
• Excellent understanding of growing and sustaining businesses in a highly competitive and changing marketplace
• Comfortable with ambiguity, complexity, and thinking on multiple levels of abstraction; demonstrates use of critical thinking techniques
• Excellent spoken and written communication, interpersonal, relationship building skills
• Experience leading virtual and matrixed teams
• Travel up to 50%
• ServiceNow platform and AWS Cloud Practitioner training a plus (not required)