Associate Enterprise Account Exec

📌 Core Information

🔹 Job Title: Associate Enterprise Account Exec

🔹 Company: ServiceNow

🔹 Location: Tokyo, Tōkyō, Japan

🔹 Job Type: Full-time

🔹 Category: Software Development

🔹 Date Posted: 2025-06-25

🔹 Experience Level: 5-10 years

🔹 Remote Status: Remote OK (up to 50% travel)

🚀 Job Overview

Key aspects of this role include:

• Producing new business sales revenue from a SaaS license model
• Developing relationships with C-suite personas across all product sales
• Orchestrating account strategies across a broad virtual team
• Acting as a trusted advisor to customers by understanding their business and advising on ServiceNow's capabilities

ASSUMPTION: This role involves a high degree of autonomy and requires strong business acumen and sales skills to succeed.

📋 Key Responsibilities

✅ Develop and execute account and territory plans to drive new business sales revenue

✅ Establish and maintain relationships with C-suite personas across multiple accounts

✅ Oversee client relationship mapping and orchestrate account strategies across virtual teams

✅ Serve as a trusted advisor to customers by understanding their business and advising on ServiceNow's capabilities

✅ Collaborate with internal teams to identify and bring in the right specialist resources at the right time

ASSUMPTION: This role requires a strong understanding of the "bigger picture" and the ability to navigate complex, matrixed organizations.

🎯 Required Qualifications

Education: Bachelor's degree or equivalent experience

Experience: 5+ years of sales experience within software or solutions sales organizations

Required Skills:

• Proven track record of producing new business, negotiating deals, and maintaining healthy C-Level relationships
• Ability to understand the "bigger picture" and ServiceNow's plans around IT
• Experience promoting a customer success focus in a "win as a team" environment
• Fluency in Japanese and authorization to work in Japan

Preferred Skills:

• Experience leveraging or critically thinking about AI integration into work processes
• Experience working with AI-powered tools, automating workflows, or analyzing AI-driven insights

ASSUMPTION: While not explicitly stated, experience in enterprise sales or account management would be beneficial for this role.

💰 Compensation & Benefits

Salary Range: ¥8,000,000 - ¥12,000,000 per year (based on industry standards for senior sales roles in Tokyo)

Benefits:

• Competitive benefits package, including health insurance and retirement plans
• Flexible work personas (flexible, remote, or required in office)
• Opportunities for professional development and career growth

Working Hours: Full-time (40 hours/week), with up to 50% travel required

ASSUMPTION: The salary range provided is an estimate based on industry standards for senior sales roles in Tokyo. Actual compensation may vary based on experience and performance.

📌 Applicant Insights

🔍 Company Context

Industry: Software Development, specifically focused on enterprise cloud and service management

Company Size: 10,001+ employees (global), with a significant presence in Japan

Founded: 2004, with a strong track record of growth and innovation in the enterprise software market

Company Description:

• ServiceNow is a global leader in digital workflows, empowering organizations to work better
• The company's AI-enhanced platform connects people, systems, and processes to transform the way work is done
• ServiceNow serves over 8,100 customers worldwide, including 85% of the Fortune 500

Company Specialties:

• Service Management
• Enterprise Cloud
• Custom App Development
• Platform
• IT Service Management (ITSM)
• Security Operations
• Customer Service Management
• IT Operations Management (ITOM)
• Governance, Risk, and Compliance (GRC)
• HR Service Delivery

Company Website: http://www.servicenow.com

ASSUMPTION: ServiceNow's strong focus on AI and digital transformation presents unique opportunities for growth and innovation in this role.

📊 Role Analysis

Career Level: Senior Associate, with opportunities for career progression within the sales organization

Reporting Structure: This role reports directly to the Enterprise Account Executive Manager and collaborates with various internal teams, such as Solutions Consultants, Solutions Specialists, Success resources, Partners, and Marketing

Work Arrangement: Remote OK, with up to 50% travel required to meet with clients and attend company events

Growth Opportunities:

• Progression to a full Enterprise Account Executive role, managing a larger portfolio of accounts
• Expansion into other regions or verticals within ServiceNow's global organization
• Transition into a management or leadership role within the sales organization

ASSUMPTION: Success in this role may lead to opportunities in management, leadership, or other senior sales positions within ServiceNow's global organization.

🌍 Location & Work Environment

Office Type: Modern, collaborative office space in the Ark Mori Building, Tokyo

Office Location(s): Tokyo, with opportunities for travel to other cities in Japan and internationally

Geographic Context:

• Tokyo is a major global hub for technology and innovation, with a thriving startup ecosystem
• The Ark Mori Building is a prestigious office location in the heart of Tokyo's Minato-ku district
• ServiceNow's office is easily accessible by public transportation, with numerous dining and entertainment options nearby

Work Schedule: Standard Japanese business hours (9:00 AM - 6:00 PM), with flexibility for remote work and travel

ASSUMPTION: The remote work arrangement allows for a better work-life balance, while travel opportunities provide exposure to diverse client environments and company cultures.

💼 Interview & Application Insights

Typical Process:

• Online application submission
• Phone or video screen with the hiring manager
• In-depth behavioral and technical interviews with cross-functional teams
• Final round with senior leadership

Key Assessment Areas:

• Sales skills and experience
• Business acumen and strategic thinking
• Customer focus and relationship-building abilities
• Adaptability and cultural fit within ServiceNow's global organization

Application Tips:

• Tailor your resume and cover letter to highlight your sales experience, business acumen, and customer focus
• Prepare examples of your past sales successes, challenges overcome, and lessons learned
• Research ServiceNow's products, customers, and market position to demonstrate your understanding of the business

ATS Keywords: Sales, Enterprise, Account Executive, New Business, C-Suite, Relationship Management, Trusted Advisor, AI Integration, Workflow Automation, Customer Success

ASSUMPTION: ServiceNow's application process is designed to assess candidates' sales skills, business acumen, and cultural fit within the organization.

🛠️ Tools & Technologies

• Salesforce
• Microsoft Office Suite (Word, Excel, PowerPoint)
• AI-powered sales tools and platforms (e.g., Sales AI, AI-powered CRM, etc.)

ASSUMPTION: ServiceNow's sales organization leverages industry-standard sales tools and platforms, with a growing emphasis on AI-powered solutions.

👔 Cultural Fit Considerations

Company Values:

• Customer Obsessed
• Integrity
• Innovation
• Performance
• Trust

Work Style:

• Collaborative and team-oriented
• Results-driven and focused on customer success
• Adaptable and open to change

Self-Assessment Questions:

• Do you have a proven track record of producing new business and maintaining healthy C-Level relationships?
• Are you comfortable working in a matrixed organization and collaborating with diverse teams?
• Do you thrive in a fast-paced, dynamic environment and embrace change as an opportunity for growth?

ASSUMPTION: ServiceNow's culture values collaboration, innovation, and a customer-centric approach, with a strong emphasis on performance and results.

⚠️ Potential Challenges

• Managing a large portfolio of accounts and maintaining strong relationships with C-suite personas
• Navigating a complex, matrixed organization and collaborating with diverse internal teams
• Adapting to a fast-paced, dynamic environment and embracing change as an opportunity for growth
• Balancing remote work and travel requirements, with up to 50% travel expected

ASSUMPTION: Success in this role requires strong sales skills, business acumen, and the ability to navigate complex, matrixed organizations.

📈 Similar Roles Comparison

• This role focuses on enterprise account sales, whereas other sales roles within ServiceNow may focus on specific products, regions, or verticals
• ServiceNow's focus on AI and digital transformation sets it apart from other enterprise software companies
• Career progression in this role may lead to opportunities in management, leadership, or other senior sales positions within ServiceNow's global organization

ASSUMPTION: While this role shares similarities with other enterprise sales positions, ServiceNow's unique focus on AI and digital transformation presents distinct opportunities and challenges.

📝 Sample Projects

• Developing and executing a strategic account plan for a Fortune 500 company, resulting in a multi-million dollar deal
• Leveraging AI-powered sales tools to analyze customer data and identify upselling opportunities, leading to a 20% increase in revenue
• Collaborating with cross-functional teams to deliver a customized solution for a client, resulting in a successful proof of concept and a long-term contract

ASSUMPTION: Success in this role requires a strong understanding of the "bigger picture" and the ability to navigate complex, matrixed organizations.

❓ Key Questions to Ask During Interview

• Can you describe the typical career path for an Associate Enterprise Account Exec within ServiceNow?
• How does the company support the growth and development of its sales teams?
• What are the most challenging aspects of this role, and how can I best prepare for them?
• How does ServiceNow's focus on AI and digital transformation impact this role and the broader sales organization?
• What are the key priorities for this role in the first 90 days?

ASSUMPTION: Asking thoughtful, insightful questions demonstrates your interest in the role and commitment to success.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through this link
• Tailor your resume and cover letter to highlight your sales experience, business acumen, and customer focus
• Prepare examples of your past sales successes, challenges overcome, and lessons learned
• Research ServiceNow's products, customers, and market position to demonstrate your understanding of the business
• Follow up with the hiring manager one week after submitting your application to express your interest and reiterate your qualifications

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.