• Lead, coach, and develop a team of Account Executives across North America, Europe, and emerging markets • Own the global team ARR quota and hold yourself and your AEs accountable to it • Build and maintain a rigorous pipeline review cadence using HubSpot and Gong across all regions • Partner with Marketing on lead quality, campaign strategy, and pipeline generation across geographies • Drive enterprise account planning across the team with real discipline and follow-through • Develop and execute against a repeatable global sales process for deals ranging from $50K to $500K+ ARR • Navigate complex multi-stakeholder, multi-jurisdiction deals including European regulatory and procurement requirements • Partner with the CRO on board-level reporting, ARR forecasting, and executive communication • Work cross-functionally with Customer Success, Product, and Data Science to close complex deals and retain customers globally • Build the hiring plan, onboard, and ramp new AEs as the team scales across regions

• Neukundenakquise: Du identifizierst und akquirierst eigenverantwortlich Firmenkunden und übernimmst die Verantwortung für Deinen Vertriebsprozess - von der Initiierung der ersten Termine bis zum erfolgreichen Vertragsabschluss • Bestandskunden-Management: Du unterstützt unser Existing Business Team bei Bedarf durch Deine aufgebaute vertrauensbasierte Beziehungen bei Deinen Bestandskunden • Initiative: Du wirkst bei der Aktivierung der Kunden-Mitarbeitenden durch Veranstaltungen und Kommunikationsmaßnahmen mit • CRM-Management: Du dokumentierst Dein Vorgehen strukturiert in unserem CRM-System (Salesforce) und ermöglichst so eine effiziente Zusammenarbeit • Vertriebsinnovation: Du bringst Deine Optimierungsvorschläge und Ideen mit ein, um den Vertrieb noch erfolgreicher zu gestalten • Abteilungsübergreifende Zusammenarbeit: Du kooperierst intensiv mit Deinen Kolleg*innen der Bereiche Marketing, Sales, Supply und Existing Business

Company Description At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can't wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you. With more than 7,400+ customers, we serve approximately 80% of the Fortune 500, and we're proud to be one of FORTUNE's 100 Best Companies to Work For® and World's Most Admired Companies® 2022. Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow. Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates. Job Description The Solution Sales Executive owns pipeline creation, deal execution, and revenue outcomes for ServiceNow's Risk and SecOps within an assigned territory. You will operate as the business owner for Risk & Security opportunities - accountable for identifying prospects, developing executive relationships, driving deals to closure, and ensuring customer outcomes that create expansion opportunities. In multi-product deals, you maintain independent ownership of R&S workstreams, enabling Core Sales to focus on broader account orchestration. What you will get to do in this role: - Own your territory: Develop and execute a sales strategy with target prospect lists, pipeline coverage plans, and revenue forecasts for your assigned accounts and territory - Drive executive relationships: Establish and maintain C-suite relationships (CRO, CISO, COO, CIO, CAIO) as a trusted advisor on their Risk, Security, Operational Resilience, and AI Governance roadmaps - creating sustained pipeline beyond single transactions - Generate pipeline independently: Prospect directly to customers and partners, qualify opportunities, and create new business without requiring AE introduction or inside sales support - Lead discovery and demonstrations: Conduct executive discovery sessions and deliver outcome-focused product demonstrations that showcase ServiceNow's Risk & Security solutions in context of customer business challenges - Build compelling business cases: Working with our Inspire Value teams, develop ROI models, value roadmaps, and cost-efficiency analyses that justify business case investment and accelerate decision-making - Own deal execution: Manage the complete opportunity lifecycle including solution design, commercial negotiation, contract structuring, and deal closure - maintaining accurate forecasts and CRM hygiene throughout - Navigate complex regulatory requirements: Understand and articulate how ServiceNow addresses compliance frameworks including DORA, NIS2, AI Act, and industry-specific regulations across GRC, Third Party Risk Management, Operational Resilience, and AI Governance - Orchestrate the ecosystem: Lead virtual teams including Solution Consulting, Partners (GSIs and boutiques), Outbound Product Management, Professional Services, and other ServiceNow solution areas to deliver integrated outcomes for customers - Drive adoption and expansion: Ensure successful customer implementation and identify expansion opportunities to grow ARR through additional use cases, products, or business units - Represent ServiceNow in market: Attend industry and partner events, executive briefings, and customer forums to build thought leadership and generate demand Qualifications To be successful in this role you have: - 10+ years of enterprise software or platform solution sales experience with consistent track record of quota attainment through self-sourced pipeline generation - Deep domain expertise in GRC, Information Security, Security Operations, Third Party Risk Management, or Operational Resilience - including understanding of regulatory compliance frameworks and their technology implications - Executive presence and business acumen to operate as a peer with C-suite buyers, navigating complex organizational dynamics and building trusted relationships without requiring support - Self-starter mentality with demonstrated ability to operate autonomously, drive outcomes independently, and take full ownership of business results - Technical fluency to conduct early stage product demonstrations, understand API/integration patterns, and articulate how Risk & Security workflows integrate within the broader ServiceNow platform and ecosystem tools (SIEM, GRC, TPRM platforms) - Commercial sophistication: Strong negotiation skills, understanding of SaaS subscription models, land-and-expand strategies, and growth levers - Partner ecosystem expertise: Proven ability to build co-sell motions, manage partner influence, orchestrate complex deals, and activate partner-led demand generation - Complex deal management: Experience leading opportunities with multiple stakeholders, long sales cycles, and matrixed team coordination across geographies and functions - Structured qualification methodology experience (e.g., MEDDPICC, SPICED) with ability to forecast accurately and maintain disciplined pipeline management - Industry vertical knowledge and understanding of sector-specific risk, security, and compliance requirements - Communication excellence: Ability to translate complex technical concepts into business value for diverse audiences from practitioners to board level - AI literacy: Experience leveraging AI-powered tools for workflow automation, insights generation, or exploring AI's impact on risk and security practices - Regional travel required, hybrid role with offices in Staines and London - Fluency in English essential Nice to have: - Previous technical implementation, solution consulting, or professional services experience - Relevant certifications (CRISC, CISM, CISSP, or similar) - Experience in financial services, insurance, healthcare, or other highly regulated industries Additional Information ServiceNow is an Equal Employment 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. At ServiceNow, we lead with flexibility and trust in our distributed world of work. Click here to learn about our work personas: flexible, remote and required-in-office. If you require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at talent.acquisition@servicenow.com for assistance. For positions requiring access to technical data subject to export control regulations, including Export Administration Regulations (EAR), ServiceNow may have to obtain export licensing approval from the U.S. Government for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by the U.S. Government. Please Note: Fraudulent job postings/job scams are increasingly common. Click here to learn what to watch out for and how to protect yourself. All genuine ServiceNow job postings can be found through the ServiceNow Careers site .

Title: Global Sr OEM Sales Representative - Carlsbad, California, United States of America - Austin, Texas, United States of America - Ann Arbor, Michigan, United States of America - Frederick, Maryland, United States of America - South San Francisco, California, United States of America Full time Remote Job Description   As part of the Thermo Fisher Scientific team, you’ll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day to enable our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping to take science a step beyond by developing solutions for some of the world’s toughest challenges, like protecting the environment, making sure our food is safe or helping find cures for cancer. The Global Sr OEM Sales Representative will be responsible for growing and leading our OEM and Licensing business across global markets for the Clinical Next-Generation Sequencing Division (CSD). You will develop and sustain a strong BD funnel, cultivate new OEM opportunities, manage global forecasts and lead alliance management activities for OEM and strategic partners worldwide. You will evaluate global markets, identify unmet needs, and develop strategies that highlight where CSD can expand through OEM and licensing. The role will also encompass leading customer relationships and communications across multiple geographies.   Responsibilities - Build and manage a strong pipeline of new OEM and commercial supply opportunities. - Lead and grow existing OEM and licensing partner accounts, managing revenue and performance targets. - Own forecasting, demand alignment, and PO delivery in partnership with Sales Operations. - Serve as the primary alliance manager, driving business reviews, resolving issues, and ensuring long-term partner success. - Support deal structuring, term sheets, contracts, and negotiations, providing market-specific insights for commercial and licensing terms. - Coordinate cross-functional teams to ensure successful onboarding, execution, and alignment with global OEM strategy.   How will you get here? Education - B.S. in life science or business; MBA or M.S./Ph.D. is a plus. Experience/ Qualifications - 5+ years of relevant commercial and/or business development experience, including identification and validation of strategic business opportunities in the life sciences and clinical diagnostics industry. Genomics experience preferred. - Prior experience in out-licensing or OEM supply role strongly preferred. - A proven track record of success in commercial roles. - Ability to work across functions to drive deals and deliver results. - Customer-first business philosophy is a must.   Knowledge, Skills, and Abilities - Ability to build new, long-term relationships. - Strong leadership, business, technical and negotiating skills; executive presence. - Excellent written and oral communication skills; attention to detail. - Ability to adjust for geographic and cultural differences; can proficiently communicate across a diverse set of backgrounds. - Travel up to 50%   Our Mission is to enable our customers to make the world healthier, cleaner and safer. Watch as our colleagues explain 5 reasons to work with us.   Compensation and Benefits The salary range estimated for this position based in California is $115,000.00–$130,000.00.   This position may also be eligible to receive a variable annual bonus based on company, team, and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes: - A choice of national medical and dental plans, and a national vision plan, including health incentive programs - Employee assistance and family support programs, including commuter benefits and tuition reimbursement - At least 120 hours paid time off (PTO), 10 paid holidays annually, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability in accordance with company policy - Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan - Employees’ Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount