📌 Core Information
🔹 Job Title: Public Sector Sr Enterprise Account Exec
🔹 Company: ServiceNow
🔹 Location: São Paulo, São Paulo, Brazil
🔹 Job Type: Full-time
🔹 Category: Sales
🔹 Date Posted: April 17, 2025
🔹 Experience Level: 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 multiple C-suite personas across all product sales
- Overseeing client relationship mapping and orchestrating an account strategy
- Acting as a trusted advisor to customers by understanding their business and advising on how ServiceNow can help their IT roadmap
ASSUMPTION: This role requires a strategic mindset, strong communication skills, and the ability to build and maintain relationships at the executive level. Experience in enterprise sales and a deep understanding of the public sector are crucial for success.
📋 Key Responsibilities
✅ Produce new business sales revenue through account planning, territory planning, researching prospect customers, using business development strategies, and completing field-based sales activities
✅ Develop relationships with multiple C-suite personas (e.g., CFO, CIO, COO, CDO) across all product sales
✅ Oversee client relationship mapping to the account team, orchestrating an account strategy while leading across a broad virtual team
✅ Be a trusted advisor to your customers by understanding their business and advising on how ServiceNow can help their IT roadmap
✅ Identify the right specialist/support resources to bring into a deal, at the right time
ASSUMPTION: This role requires a strong focus on customer success and a collaborative approach to working with cross-functional teams.
🎯 Required Qualifications
Education: Bachelor's degree or equivalent experience
Experience: 10+ years of sales experience within a software or solutions sales organization
Required Skills:
- Proven experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving
- Experience establishing trusted relationships with current and prospective clients and other teams
- Experience producing new business, negotiating deals, and maintaining healthy C-Level relationships
- Experience achieving sales targets
- The ability to understand the "bigger picture" and our plans around IT
- Experience promoting a customer success focus in a "win as a team" environment
Preferred Skills:
- Experience working in the public sector
- Fluency in Portuguese
ASSUMPTION: While not explicitly stated, experience in the public sector and fluency in Portuguese are likely to be beneficial for this role.
💰 Compensation & Benefits
Salary Range: Based on industry standards for a senior enterprise account executive role in Brazil, the estimated salary range is R$ 250,000 - R$ 350,000 per year. This is an estimate and the actual salary may vary based on experience and performance.
Benefits:
- Competitive benefits package
- Flexible work arrangements
- Opportunities for professional development and growth
Working Hours: Full-time, with up to 50% travel required
ASSUMPTION: The salary range provided is an estimate based on market research and may vary based on individual performance and company policy.
📌 Applicant Insights
🔍 Company Context
Industry: ServiceNow is a global leader in digital workflows, providing an AI-enhanced platform that helps organizations work better.
Company Size: ServiceNow has over 10,000 employees worldwide, providing a large and diverse work environment.
Founded: ServiceNow was founded in 2004 and has since grown to serve over 8,100 customers, including 85% of the Fortune 500.
Company Description:
- ServiceNow's intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work.
- The company's mission is to make the world work better for everyone by transforming how work is done.
- ServiceNow is committed to creating an inclusive and diverse work environment, with a focus on flexibility, trust, and collaboration.
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
- Digitizing workflows
Company Website: http://www.servicenow.com
ASSUMPTION: ServiceNow's focus on AI and digital transformation makes it an attractive employer for candidates interested in cutting-edge technology and innovative problem-solving.
📊 Role Analysis
Career Level: This role is a senior-level position, requiring extensive experience in enterprise sales and a deep understanding of the public sector.
Reporting Structure: The role reports directly to the Vice President of Public Sector Sales and may have team members reporting to them.
Work Arrangement: The role is remote-friendly, with up to 50% travel required to meet with clients and attend industry events.
Growth Opportunities:
- ServiceNow offers opportunities for professional development and career growth within the company.
- The company's focus on digital transformation and AI provides opportunities to work on cutting-edge technology and innovative solutions.
- The role's focus on the public sector provides opportunities to work on high-impact projects that can have a significant impact on society.
ASSUMPTION: ServiceNow's commitment to professional development and growth opportunities makes it an attractive employer for candidates looking to advance their careers.
🌍 Location & Work Environment
Office Type: ServiceNow has a flexible work environment, with a focus on results and collaboration rather than physical presence.
Office Location(s): ServiceNow has offices in São Paulo, Brazil, as well as other locations worldwide.
Geographic Context:
- São Paulo is the largest city in Brazil and the Americas, with a diverse and vibrant culture.
- The city is a major hub for technology and innovation, with a thriving startup ecosystem.
- São Paulo is also a global leader in finance, fashion, and entertainment.
Work Schedule: The role requires a full-time work schedule, with up to 50% travel required.
ASSUMPTION: ServiceNow's flexible work environment and global presence provide opportunities for candidates to work in a dynamic and diverse setting.
💼 Interview & Application Insights
Typical Process:
- Phone or video screen with the hiring manager
- In-depth interview with the hiring manager and other team members
- Case study or role-play exercise to assess sales skills
- Final interview with the Vice President of Public Sector Sales
Key Assessment Areas:
- Sales skills and experience
- Understanding of the public sector and ServiceNow's platform
- Ability to build and maintain relationships with C-suite executives
- Problem-solving skills and strategic thinking
Application Tips:
- Highlight your experience in enterprise sales and the public sector
- Include specific examples of how you have integrated AI into work processes or decision-making
- Tailor your resume and cover letter to emphasize your relevant skills and experience
- Prepare for the case study or role-play exercise by researching ServiceNow's platform and understanding the public sector's unique challenges
ATS Keywords: Enterprise Sales, Public Sector, AI Integration, C-Level Relationships, Sales Targets, Customer Success, Strategic Thinking, Account Planning, Territory Planning, Prospecting, SaaS Sales, Problem Solving, Workflow Automation, IT Roadmap Understanding
ASSUMPTION: ServiceNow's interview process is designed to assess candidates' sales skills, industry knowledge, and strategic thinking. Candidates should be prepared to provide specific examples of their experience and accomplishments.
🛠️ Tools & Technologies
- Salesforce
- Microsoft Office Suite
- AI-powered sales tools (e.g., Sales Navigator, DiscoverOrg)
- ServiceNow's platform
ASSUMPTION: ServiceNow's use of AI-powered sales tools and its own platform demonstrates the company's commitment to leveraging technology to drive sales success.
👔 Cultural Fit Considerations
Company Values:
- Customer Obsessed
- Integrity
- Collaboration
- Innovation
- Performance
Work Style:
- Results-driven
- Collaborative
- Adaptable
- Innovative
- Customer-focused
Self-Assessment Questions:
- Do you have a proven track record of success in enterprise sales, with a focus on the public sector?
- Are you comfortable using AI-powered sales tools and integrating AI into your sales strategy?
- Do you thrive in a collaborative, results-driven environment?
- Are you passionate about helping customers find smarter, faster, and better ways to work?
ASSUMPTION: ServiceNow's focus on customer obsession, collaboration, and innovation makes it an attractive employer for candidates who are results-driven, adaptable, and customer-focused.
⚠️ Potential Challenges
- The public sector can be complex and highly regulated, requiring a deep understanding of the unique challenges and opportunities in this market
- The role requires a significant amount of travel, which may be challenging for candidates who prefer a more sedentary work environment
- The role is a senior-level position, requiring extensive experience and a proven track record of success in enterprise sales
- The role requires a strong focus on customer success, which may be challenging for candidates who are more focused on short-term sales targets
ASSUMPTION: ServiceNow's commitment to supporting its employees' work-life balance and providing opportunities for professional development can help mitigate some of the challenges associated with this role.
📈 Similar Roles Comparison
- Compared to other enterprise sales roles, this role has a stronger focus on the public sector and the integration of AI into sales strategies
- Compared to other roles within ServiceNow, this role has a broader scope and a greater impact on the company's overall success in the public sector
- Compared to other senior-level sales roles, this role offers opportunities for professional development and career growth within the company
ASSUMPTION: ServiceNow's focus on AI and digital transformation sets it apart from other companies in the enterprise sales space, providing unique opportunities for candidates interested in cutting-edge technology and innovative problem-solving.
📝 Sample Projects
- Developing a strategic account plan for a major public sector client, including an analysis of their unique challenges and opportunities and a tailored solution using ServiceNow's platform
- Leading a cross-functional team to deliver a high-impact project for a public sector client, leveraging AI-powered tools to optimize workflows and improve customer outcomes
- Conducting a comprehensive review of the public sector market and identifying new opportunities for ServiceNow's platform, including potential partnerships and strategic alliances
ASSUMPTION: ServiceNow's focus on AI and digital transformation provides opportunities for candidates to work on innovative and impactful projects that can have a significant impact on society.
❓ Key Questions to Ask During Interview
- How does ServiceNow's platform help public sector clients achieve their goals and improve customer outcomes?
- What are the unique challenges and opportunities in the public sector market, and how does ServiceNow's platform address them?
- How does ServiceNow support its employees' work-life balance and provide opportunities for professional development and growth?
- What are the key priorities for this role in the first 90 days, and how will my success be measured?
- How does ServiceNow's culture support collaboration and innovation, and how can I contribute to this culture as a new employee?
ASSUMPTION: ServiceNow's focus on AI and digital transformation, as well as its commitment to supporting its employees' work-life balance and professional development, make it an attractive employer for candidates interested in cutting-edge technology and innovative problem-solving.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link
- Tailor your resume and cover letter to highlight your relevant experience and skills in enterprise sales, the public sector, and AI integration
- Prepare for the case study or role-play exercise by researching ServiceNow's platform and understanding the public sector's unique challenges
- Follow up with the hiring manager one week after submitting your application to confirm receipt and express your interest in the role
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
