• Responsible for professionally and effectively representing International Paper’s Packaging Solutions North America (PSNA) business in the packaging marketplace. This requires successful management of a sales territory by developing and fostering sound customer relationships. • Sales Representatives are responsible for generating profitable sales, largely through regular and customary in-person interactions with prospective and existing customers. • Examines and evaluates a customer's packaging needs and then offers recommendations to fulfill those needs while striving to meet the directives established by regional and plant management. • Profitably grow the business with priority strategic (high transactional to consultative mix) accounts by developing and successfully implementing Key Account Plans. • Enable profitable decision-making through demonstrated knowledge of; general business principles, internal financial management and industry business practices. • Identify and implement Value Propositions with priority customers through knowledge and application of IP corporate/business capabilities and resources. • Create IP advantage through continuous evaluation of market conditions, competitive environment and opportunities for innovation. • Should be able to travel to multiple customer sites/meetings weekly and work in a variety of environments, including client sites, trade events, etc. (50% or more of the time). • May act as account team leader.

• Achieve monthly, quarterly, and annual revenue targets within assigned territory and accounts. • Develop and execute strategic account plans to identify, engage, and expand opportunities with prospective customers. • Build and maintain relationships with executive-level stakeholders, including Public Works Directors, City Managers, Operations Leaders, and other key decision-makers. • Manage the end-to-end sales process, including prospecting, discovery, solution presentations, proposal development, contract negotiations, and deal closure. • Lead customer discovery conversations to understand operational challenges, business objectives, and technology requirements. • Coordinate internal resources including Sales Engineering, Product, Customer Success, and Professional Services to deliver compelling customer solutions. • Maintain accurate opportunity forecasting and pipeline management within CRM systems. • Represent Routeware at industry events, conferences, customer meetings, and networking opportunities. • Develop a deep understanding of Routeware's products, market position, and competitive landscape. • Collaborate with Marketing and Business Development teams to generate pipeline and expand market presence. • Travel as needed to support customer meetings, presentations, and industry events.

• Educating customers on the value of Dataiku in a thoughtful way • Prospecting and generating net new pipeline • Driving revenue through proactive outreach to existing customers • Providing recommendations based on a customer’s business needs and usage patterns • Strong belief in a customer centric selling philosophy and applying a consultative approach in customer interactions • Serving as the voice of the customer and collecting feedback to drive continuous improvement across all areas including product

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 You will produce new business sales revenue from a SaaS license model. You will accomplish this through account planning, territory planning, researching prospect customers, using business development strategies and completing field-based sales activities within a defined set of prospects, territory or vertical. What you get to do in this role: - Develop relationships with multiple C-suite personas (e.g., CFO, CIO, COO, CDO) across all product sales - Oversee client relationship mapping to the account team, orchestrating an account strategy while leading across a broad virtual team (Solutions Consultants, Solutions Specialist, Success resources, Partners and Marketing, etc.) - Be a trusted advisor to your customers by understanding their business and advising on how ServiceNow can help help their IT roadmap - Identify the right specialist/ support resources to bring into a deal, at the right time Qualifications To be successful in this role you have: - 10+ years of sales experience within software OR solutions sales organization - Experience establishing trusted relationships with current and prospective clients and other teams - Experience producing new business, negotiate deals, and maintain healthy C-Level relationships - Experience achieving sales targets - Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry. - The ability to understand the "bigger picture" and our plans around IT - Experience promoting a customer success focus in a "win as a team" environment - Willingness to travel up to 50% 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 globaltalentss@servicenow.com 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. From Fortune. ©2025 Fortune Media IP Limited. All rights reserved. Used under license.