Federal DOD/Intel Senior Solution Sales Executive- Identity and Security
WFA Digital Insight
As demand for cybersecurity specialists grows, ServiceNow is seeking a Federal DOD/Intel Senior Solution Sales Executive to drive market success for their Security and Identity solutions. With the global cybersecurity market expected to reach $300 billion by 2027, skilled sales professionals are in high demand. This role stands out for its focus on delivering results above plan and shaping ServiceNow's Security go-to-market strategy. Before applying, candidates should be aware that 5+ years of direct field sales experience in Security and Identity domains is required, along with broad security domain expertise and strong executive presence.
Job Description
About the Role
The Federal DOD/Intel Senior Solution Sales Executive will play a critical role in driving market success for ServiceNow's Security and Identity solutions. This involves developing and executing a comprehensive territory plan, proactively building opportunities, and demonstrating exceptional discovery and qualification skills. The role reports to the Director of Security and Identity Solutions and requires collaboration with internal teams to deliver clear business value.As a Senior Solution Sales Executive, you will be responsible for supporting customers in their digital transformation journey and partnering with internal teams to deliver results above plan. This is a career-defining opportunity to help shape ServiceNow's Security go-to-market strategy from the ground up, well-suited for sellers energized by building new markets and unlocking whitespace opportunities.
ServiceNow is a leading provider of cloud-based solutions, and this role will focus on delivering Security and Identity solutions to federal and intel clients. The ideal candidate will have a strong understanding of the security domain, including Identity, SecOps, Data Security, Cloud Security, and Application Security.
What You Will Do
- Develop and execute a comprehensive territory plan to generate a robust pipeline of new and expansion opportunities within your assigned region
- Proactively build your own opportunities, leveraging existing relationships, and identifying new prospects aligned with our ideal customer profile
- Demonstrate exceptional discovery and qualification skills to accurately identify customer pain points and opportunities
- Apply deep market expertise in core security focus areas to educate prospective customers on the platform's business impact
- Collaborate closely with Account Executives and Solution Consultants to develop compelling, tailored solutions that deliver clear business value
- Support territory strategy and planning to improve vertical understanding, account use case targeting, and execution
- Establish, develop, and maintain positive customer and partner relationships to drive both new business and expansion opportunities
- Integrate partners, channels, and alliances into the sales process to increase deal velocity and size
- Present to senior executives both in the field and virtually, supporting marketing events, executive briefings, conferences, and trade shows
- Coach, share best practices, and enable internal sales teams with foundational specialty solution area knowledge
What We Are Looking For
- 5+ years of proven success in direct field sales, focusing on acquiring new enterprise clients in Security and Identity domains
- Demonstrated history of delivering results above plan, with consistent quota attainment and a record of driving sustained business growth
- Recent success closing significant sized deals in Identity & Access Management (IGA/PAM), SecOps, Data Security, Cloud Security, or Application Security
- Broad security domain expertise, with experience selling across identity, data security, cloud security, sec ops, or compliance
- Strong executive presence and polish, with excellent listening and presentation skills
- Ability to adapt to high-growth, fast-changing environments
- Demonstrated success in growth-phase environments, with a genuine passion for building from the ground up
- Experience with Identity & Access Management (IAM), Identity Governance & Administration (IGA), or Security Operations solutions with a background in enterprise SaaS or platform-based security solutions
Nice to Have
- Experience with Excel and other sales tools
- Certification in security or a related field
- Familiarity with AI and emerging technologies
Benefits and Perks
- Competitive salary and benefits package
- Opportunity to work with a leading provider of cloud-based solutions
- Collaborative and dynamic work environment
- Professional development opportunities
- Remote work options
- Access to cutting-edge technology and tools
- Recognition and reward for outstanding performance
How to Stand Out
- Showcase your ability to drive results above plan and deliver sustained business growth in your application
- Highlight your experience in Security and Identity domains, including any relevant certifications or training
- Demonstrate your understanding of the security domain, including Identity, SecOps, Data Security, Cloud Security, and Application Security
- Prepare to discuss your experience with sales tools, including Excel, and your ability to adapt to new technologies
- Be prepared to provide specific examples of your success in closing significant sized deals and driving business growth
- Research ServiceNow's Security go-to-market strategy and be ready to discuss how you can contribute to its success
- Practice your presentation skills, as you will be presenting to senior executives both in the field and virtually
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