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Job Type
Full Time
Job Details
Job Description What you get to do in this role:
- Manage a book of digital renewals as the primary or secondary driver in close alignment with the Digital Sales Representative.
- Develop win/win negotiation strategies that maximize contract value while enhancing the customer relationship and the value they are realizing from ServiceNow.
- Engage independently in customer conversations around renewal timing, pricing, legal, and general customer needs.
- Identify customer needs and demonstrate account management capabilities to guide renewal closure.
- Maintain an understanding of ServiceNow licensing models to provide both sales and customer assistance in licensing discussions.
- Monitor customer health metrics to identify risks. Develop risk mitigation strategies and guide appropriate actions with partner teams.
- Own renewal forecasting cadence and opportunity management and ensure forecast is accurate and escalate risk as needed.
- Connect with customers on multi-year contracts to ensure continued engagement and customer value realization.
- Present renewal proposal(s) and customer options and notify customer of upcoming contract expiration.
- Work with Legal, Deals Desk, and Sales Operations to resolve complex issues regarding approval and finalization of executable OF.
- 2+ years in a direct sales or sales development role; experience with renewal sales and/or account management a plus.
- Experience building relationships with peers and partners.
- Excellent customer management skills; including sales, account management, and customer service.
- Personal initiative to identify areas of process improvement and efficiency.
- A self-starter with an appetite to jump headfirst into problem-solving and quick to adapt and learn new processes and tools
- Highly organized and proficient at time management. You can juggle multiple priorities at once.
- Strong work ethic and quota achievement.
- Expertise with a SaaS model focused on enterprise software is preferred.
- Fluency in Italian
About the Company
ServiceNow
Santa Clara, CA, United States
At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We deliver digital workflows that create great... Read more