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
As a member of our Solution Sales team you will have a major impact on our future success. AI, Data & Analytics are the foundation of our ServiceNow AI Platform. ServiceNow is seeking a Solution Sales Specialist that is a customer facing domain expert, who can develop innovative solutions that drive business outcomes with our customers. We help our customers to be successful by providing a technology platform that makes their work flow across every corner of their business.
Achieve and exceed sales quotas for allocated accounts and/or territory on a quarterly and annual basis by:
Driving an AI, Data & Analytics sales strategy within the allocated territory, supported by a clear target prospect list and an account plan for Enterprise Accounts.
Building an AI-Ready vision with C-Suite personas such as Chief Data Officers, Chief AI Officers, Chief Architects and CIOs in discovery conversations, positioning meetings, and value-based discussions that link data and analytics strategy to business transformation outcomes.
Collaborating closely with Solution Consultants and cross-functional teams to deliver impactful demonstrations, “art of the possible” sessions, and tailored solution roadmaps that highlight how advanced analytics and AI/ML can unlock enterprise value.
Acting as a trusted advisor for AI-Ready Data by understanding each customer’s current and future data and analytics strategy, including governance, AI/ML adoption, and modernization of their data ecosystem.
Working in partnership with Core Account Executives and other solution areas (Customer, Employee, IT, Platform) to design and deliver integrated, outcomes-based solutions that leverage the full company portfolio.
Presenting thought leadership at customer briefings, partner events, industry conferences, and executive forums to influence the customers perspective of our credibility in data, including the market narrative around data, analytics, and AI adoption.
Supporting the regional partner ecosystem by enabling partners on solution value, developing joint go-to-market motions, and ensuring customers benefit from a cohesive experience.
Qualifying prospects rigorously and developing new revenue opportunities with an emphasis on high-value, strategic engagements that drive both new business and long-term expansion.
Leading the sales process end-to-end from prospecting and pipeline generation to opportunity management, negotiation, and closure.
Leading the scale up/expand opportunity which starts with a successful phase one value realisation. Oversight and involvement in adoption to ensure customer advocacy, renewal and upsell.
Qualifications
To be successful in this role, we are looking for someone who has:
Proven Enterprise Sales Experience: 8+ years of over-achievement in software or platform sales, ideally in data, analytics, cloud, or AI-driven solutions.
Data & Analytics Expertise: A strong understanding of data platforms, AI/ML, business intelligence, analytics strategies, and governance frameworks. Hands-on experience positioning solutions that directly impact a customer’s data-driven transformation journey.
C-Suite Engagement Skills: Ability to engage, influence, and build trusted partnerships with senior executives, particularly CDOs, CAOs, CIOs, and CTOs. Demonstrated success in co-creating vision and strategy at the executive level.
Solution Selling Skills: Experience in consultative and complex sales processes, orchestrating multi-stakeholder engagements, and leading cross-functional pursuit teams.
Technical & Business Acumen: Ability to bridge technical detail with business value, translating complex data/AI concepts into clear outcomes and ROI.
Proven Track Record: Consistently exceeded quota and grown territory or accounts within the German Public Sector/Federal market
Collaboration & Leadership: Strong teamwork, storytelling, presentation, and facilitation skills; ability to align internal teams and partners behind a shared customer vision.
Industry Insight: Awareness of data, AI, and analytics trends and the ability to bring forward insights that shape customer thinking.
Education: Bachelor’s degree in Computer Science, Engineering, Data Science, Business, or related field (MBA or equivalent advanced degree preferred).
Travel: Willingness to travel regionally (up to 40–50%) to engage with customers, partners, and internal teams. Offices in Munich, Frankfurt, Berlin, Dusseldorf, Hamburg
Fluency in English and Germany (essential)
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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