The Solution Sales Executive owns pipeline creation, deal execution, and revenue outcomes for ServiceNow's 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 opportunities. In 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 ServiceNow's 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