AWS Sales Executive - Manufacturing Industry, Americas

Posted 17 Hours Ago
Be an Early Applicant
Santa Clara, CA
164K-270K Annually
Senior level
Artificial Intelligence • Cloud • HR Tech • Information Technology • Productivity • Software • Automation
We're putting AI to work for people.
The Role
The AWS Sales Executive will lead the growth of AWS business in the Manufacturing, Retail, and Hospitality industries, focusing on enterprise customers. Responsibilities include creating sales plans, building relationships, negotiating contracts, and ensuring customer satisfaction. This role requires a combination of sales strategy, execution, and relationship management to drive revenue growth and customer outcomes.
Summary Generated by Built In

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
Job Description
We are seeking a highly motivated leader and team player to drive and support a plan to accelerate and scale the growth of our AWS business. You will focus on enterprise customers in the Manufacturing, Retail, and Hospitality industries. This role includes responsibility for meeting sales quota and pipeline forecasting. You will build close relationships with customers, AWS, and ServiceNow field sellers while leading virtual teams including solution sales, solution consulting, partner, product, and operations.
This is a key and strategic role that requires a balance of sales, strategy and a roll-up your sleeves and 'get it done' attitude. Success requires the execution of a plan to develop and accelerate the growth of AWS revenue both with top existing customers and to land new enterprise customers. You must be a highly motivated team player with expertise working in a fast paced, cross-functional manner where change is constant. You have the ability to establish broad senior level relationships. You have a proven track record of delivering results and getting things done. You demonstrate strong business acumen, have outstanding communication skills and are able to effectively build relationships, negotiate complex contracts and influence large purchase decisions for the biggest brands in the world.
What you get to do in this role:

  • 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


Qualifications
In order to be successful in this role, we need someone who has:

  • 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


Desired Skills/Experience/Assets:

  • 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
  • ServiceNow platform and AWS Cloud Practitioner training a plus (not required)
  • Travel up to 50%


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!
For positions in this location, we offer a base pay of $163,920 - $270,480, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.
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.
From Fortune. ©2024 Fortune Media IP Limited. All rights reserved. Used under license.

Top Skills

AWS

What the Team is Saying

Brady
Kristen
Jamil
Shanequa
Katya
Jaime
Alexander
Viviana
Pat
Suzanne
The Company
HQ: Santa Clara, CA
26,000 Employees
Hybrid Workplace
Year Founded: 2004

What We Do

As the AI platform for business transformation, we're putting AI to work across organizations — freeing people for work that matters. Making old tech work with new tech. Reaching across departments, from the front office to the back office and every office in between. Our ambition? To become the defining enterprise software company of the 21st century (or "DESCO21C," as we like to call it).

With more than 8,100+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be a Fortune 100 Best Companies to Work For® and World's Most Admired Companies™.

Explore your future career with us, visit www.servicenow.com/careers.

From Fortune. ©2024 Fortune Media IP Limited. All rights reserved. Used under license.

Why Work With Us

By joining ServiceNow, you are part of an ambitious team of change-makers who have a restless curiosity and a drive for ingenuity. We're committed to helping our people do their best work and live their best lives so we can fulfill our purpose together. At the fastest-growing enterprise software company , you can grow can grow your career faster.

Gallery

Gallery
Gallery
Gallery
Gallery
Gallery
Gallery
Gallery
Gallery
Gallery

ServiceNow Teams

Team
Inside ServiceNow
About our Teams

ServiceNow Offices

Hybrid Workspace

Employees engage in a combination of remote and on-site work.

At ServiceNow, we lead with flexibility and trust. For some, home is the primary workplace. For those who come into a ServiceNow workplace, you are empowered to make team-guided and individual-led decisions on how and when you use the workplace.

Typical time on-site: Flexible
Company Office Image
HQSanta Clara, CA
Singapore
TH
Company Office Image
JP
Company Office Image
Addison, TX
Amsterdam, NL
Atlanta, GA
Auckland, NZ
Company Office Image
Bengaluru, IN
Berlin, DE
Brisbane, QLD
Brussels, BE
Canberra, AU
Chesterfield, MO
Company Office Image
Chicago, IL
Ciudad de México, MX
Denver, CO
Company Office Image
Dublin, IE
Düsseldorf, DE
Franklin, TN
Gothenburg, SE
South Korea
Helsinki, FI
Houston, TX
Company Office Image
Hyderabad, IN
Issy-les-Moulineaux, FR
Johannesburg, ZA
Kirkland, WA
Lausanne, CH
Lille, FR
Company Office Image
London, GB
Lysaker, NO
Madison, WI
Madrid, ES
Melbourne, AU
Milan, IT
Milwaukee, WI
Minneapolis, MN
Montréal, QC
Company Office Image
New York, NY
Novi, MI
Oberbüren, CH
Orlando, FL
Perth, AU
Petah Tikva, IL
Pleasanton, CA
Riyadh, SA
Rome, IT
Company Office Image
San Diego, CA
Company Office Image
San Francisco, Heredia
San Francisco, CA
Company Office Image
San Francisco, CA
Company Office Image
Santa Clara, CA
São Paulo, BR
Søborg, DK
Solna, SE
Company Office Image
Staines, GB
Sydney, NSW
Tokyo, JP
Toronto, Ontario
Vienna, VA
Vienna, AT
Company Office Image
Waltham, MA
Washington, DC
Wellington, NZ
Learn more

Sign up now Access later

Create Free Account

Please log in or sign up to report this job.

Create Free Account