Senior Solution Sales Executive (Risk/Security)

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

The Senior 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

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 AI's 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 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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