• Collaborate within the Sales and Marketing team to consistently build and maintain a rapport with new and existing customers including key CFO, CEO and CIO contacts as well as Director and Manager level Finance, Operations, ERP and CRM users in support of your sales activities. • Leverage analytic insight to prioritize opportunities and develop business development strategies. • Facilitate account reviews with existing clients. • Advance leads and opportunities through the sales pipeline using defined methods and established criteria. • Review sales objectives and results for target accounts and prepare action plans where improvement is needed. • Assist on projects, assignments and other duties as assigned.

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 The Solution Sales Manager will oversee market success of ServiceNow's risk insecurity products to aerospace and defense customers. These products are built on our market leading Service Management platform and create a single source of truth that allows enterprise processes to execute with uniform information. What you get to do in this role: The Solution Sales Manager supports the strategy and solution win for specialty solution areas depending on engagement model. Responsibilities/ activities can vary by solution area given coverage capacity. Support territory strategy and planning to improve vertical agreement, account use case targeting and execution Provide input to AE during the account planning process based on territory strategy and recommendation Ensure recommendation to territory strategy and account planning is aligned with Now Value principles Support customers to envision the value of a digital transformation and support development of strategy by partnering with rest of account team, customer and partners. Interlock with SC & Specialist SC on Capability Roadmap for feedback and agreement and team based on engagement model Coach AEs, ADRs, ACE with foundational specialty solution area knowledge to identify specialty solution opportunities and help manage the sales cycle Customize the time allocation of responsibilities to the needs of the territory and account team and celebrate successes Champion diversity and belonging to contribute to an open and inclusive environment Qualifications

• Meet and exceed sales targets by employing strategic prospecting, thorough qualification, effective management, and successful closure and expansion of sales opportunities across business unit divisions and the entire enterprise • Serve as the primary point of contact for clients, ensuring their needs are met, and issues are resolved by coordinating all aspects of client accounts. • Work collaboratively with BDRs and industry vertical leaders to help drive pipeline growth, customer acquisition, and revenue growth. • Partner with solution engineering/technical implementation teams to move deals forward • Manage SMB, Middle Market, and Enterprise stakeholders, including IT, procurement, finance, security, etc. • Maintain weekly sales forecasts and ensure data accuracy in Salesforce and with account plans. • Contribute to overseeing the development of value/business cases & stakeholder alignment. • Practice excellent and effective communication with management, customers, and team members.

• Visit bike shops regularly to introduce XDS, open new accounts, and grow relationships • Prospect in person within your territory, including cold walk-ins • Take deals from first conversation through initial order • Train shop staff on product and positioning • Keep a pulse on competitors, pricing, and local market dynamics • Represent XDS in a professional, consistent way