Sr Enterprise Account Exec - BFSI

📌 Core Information

🔹 Job Title: Sr Enterprise Account Exec - BFSI

🔹 Company: ServiceNow

🔹 Location: Mumbai, Maharashtra, India

🔹 Job Type: Full-time

🔹 Category: Sales

🔹 Date Posted: May 14, 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 C-suite personas across all product sales
• Overseeing client relationship mapping and orchestrating account strategies
• Acting as a trusted advisor to customers by understanding their business and advising on ServiceNow's capabilities
• Identifying the right specialist/support resources to bring into a deal at the right time

ASSUMPTION: This role requires a strategic mindset, strong communication skills, and the ability to build and maintain C-level relationships. It also involves a significant amount of travel.

📋 Key Responsibilities

✅ Produce new business sales revenue through account and territory planning, researching prospects, and completing field-based sales activities

✅ Develop and maintain relationships with C-suite personas across all product sales

✅ Oversee client relationship mapping and orchestrate account strategies across a broad virtual team

✅ Act as a trusted advisor to customers by understanding their business and advising on ServiceNow's capabilities to 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 understanding of the "bigger picture" and ServiceNow's plans around IT. It also involves promoting a customer success focus in a "win as a team" environment.

🎯 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 ServiceNow's plans around IT
• Experience promoting a customer success focus in a "win as a team" environment

Preferred Skills:

• Experience working with BFSI clients
• Fluency in local language(s)

ASSUMPTION: While not explicitly stated, experience working with BFSI clients and fluency in local language(s) would be beneficial for this role.

💰 Compensation & Benefits

Salary Range: INR 25,00,000 - 35,00,000 per annum (AI-estimated, based on industry standards for a senior sales role in Mumbai)

Benefits:

• Competitive benefits package
• Flexible work arrangements
• Opportunities for professional development and growth

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

ASSUMPTION: The salary range is estimated based on industry standards for a senior sales role in Mumbai. The actual salary may vary depending on the candidate's experience and qualifications.

📌 Applicant Insights

🔍 Company Context

Industry: Software Development, specifically enterprise cloud and service management

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

Founded: 2004, in San Diego, California, USA

Company Description:

• ServiceNow is a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500
• Their intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work
• ServiceNow is committed to making the world work better for everyone

Company Specialties:

• Service Management
• Enterprise Cloud
• Custom App Development
• Platform
• ITSM
• Security Operations
• Customer Service Management
• ITOM
• GRC
• HR Service Delivery
• Digitize workflows

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

ASSUMPTION: ServiceNow is a well-established company with a strong global presence. They offer a wide range of services and have a significant market share in their industry.

📊 Role Analysis

Career Level: Senior-level sales role with significant experience required

Reporting Structure: This role reports directly to the regional sales management

Work Arrangement: Remote OK, with up to 50% travel required

Growth Opportunities:

• Potential to move into a management role or take on additional responsibilities as the company grows
• Opportunities for professional development and skill-building
• Chance to work with a diverse range of clients and industries

ASSUMPTION: This role offers significant growth opportunities for the right candidate, both in terms of career progression and skill development.

🌍 Location & Work Environment

Office Type: Hybrid (remote and on-site)

Office Location(s): Mumbai, Maharashtra, India

Geographic Context:

• Mumbai is the capital city of Maharashtra and the financial capital of India
• The city is known for its diverse culture, vibrant nightlife, and historical sites
• Mumbai has a tropical wet and dry climate, with hot and humid summers and mild winters

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

ASSUMPTION: The work environment for this role is primarily remote, with some on-site work required for client meetings and team collaboration.

💼 Interview & Application Insights

Typical Process:

• Online application submission
• Phone or video screen with the hiring manager
• In-depth interviews with cross-functional teams
• Final interview with the regional sales director
• Background check and offer

Key Assessment Areas:

• Sales skills and experience
• Relationship-building and communication skills
• Understanding of ServiceNow's platform and capabilities
• Problem-solving and strategic thinking
• Cultural fit and alignment with company values

Application Tips:

• Tailor your resume to highlight your sales experience and achievements
• Prepare examples of how you've successfully leveraged AI in your previous roles
• Research ServiceNow's platform and be ready to discuss how it can benefit clients
• Practice your presentation and communication skills, as they will be crucial in this role

ATS Keywords: Sales, Account Planning, Business Development, Client Relationship Management, Negotiation, C-Level Engagement, AI Integration, Customer Success, Team Collaboration, Territory Planning, Prospecting, SaaS Sales, IT Roadmap Understanding, Workflow Automation, Insight Analysis, Problem Solving

ASSUMPTION: The application process for this role is likely to be competitive, so it's essential to tailor your application and prepare thoroughly for interviews.

🛠️ Tools & Technologies

• Salesforce
• Microsoft Office Suite
• AI-powered sales tools (e.g., Saleswhale, TalkIQ)
• ServiceNow's platform

ASSUMPTION: The specific tools and technologies used in this role may vary depending on the candidate's experience and the team's needs.

👔 Cultural Fit Considerations

Company Values:

• Customer Obsessed
• Integrity
• Innovation
• Performance
• One Team

Work Style:

• Collaborative
• Results-driven
• Adaptable
• Customer-focused

Self-Assessment Questions:

• Do you have a proven track record of building and maintaining C-level relationships?
• Are you comfortable working in a remote and hybrid work environment?
• Do you thrive in a collaborative, results-driven team environment?

ASSUMPTION: ServiceNow values a customer-obsessed, innovative, and collaborative work environment. Candidates should be able to demonstrate their alignment with these values throughout the application and interview process.

⚠️ Potential Challenges

• Managing a large territory and a high volume of prospects
• Balancing the demands of multiple C-suite personas and their unique needs
• Keeping up with the latest AI trends and how they apply to ServiceNow's platform
• Adapting to a remote and hybrid work environment

ASSUMPTION: This role may present challenges in terms of territory management, client relationship management, and staying up-to-date with AI trends. Candidates should be prepared to address these challenges in their application and interviews.

📈 Similar Roles Comparison

• This role is similar to other senior sales roles in the enterprise software industry, but with a focus on the BFSI sector
• It requires a higher level of industry-specific knowledge and experience than more general sales roles
• Career progression in this role may involve moving into a management or specialist position within the sales organization

ASSUMPTION: While this role shares similarities with other senior sales roles, it has unique aspects that require a specific set of skills and experiences.

📝 Sample Projects

• Developing a strategic account plan for a major BFSI client, including identifying key decision-makers and influencers, understanding their business objectives, and mapping out a roadmap for ServiceNow's platform
• Conducting a competitive analysis of other enterprise cloud platforms and developing a go-to-market strategy for ServiceNow in response
• Leading a cross-functional team to develop and deliver a custom solution for a client, leveraging ServiceNow's platform and AI capabilities

ASSUMPTION: These sample projects are intended to give candidates an idea of the types of tasks and responsibilities they may encounter in this role. The actual projects may vary depending on the client and the team's needs.

❓ Key Questions to Ask During Interview

• Can you describe the typical sales cycle for a BFSI client, and how ServiceNow's platform fits into that cycle?
• How does the company support the growth and development of its sales team?
• Can you provide an example of a successful strategic account plan for a BFSI client, and how it was executed?
• How does the company measure and track sales performance, and what are the expectations for this role?
• What is the company's approach to leveraging AI in its sales strategies, and how does this role contribute to that approach?

ASSUMPTION: These interview questions are designed to help candidates better understand the role, the company, and the team they would be working with. They should be tailored to the candidate's specific interests and concerns.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through the application link
• Tailor your resume to highlight your sales experience and achievements, with a focus on your experience with BFSI clients and leveraging AI in your previous roles
• Prepare a cover letter that demonstrates your understanding of ServiceNow's platform and your enthusiasm for the role
• Prepare examples of how you've successfully leveraged AI in your previous roles and how you can apply that experience to this role
• Follow up with the hiring manager one week after submitting your application to confirm receipt and express your continued interest in the role

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