Role Description The Solution Sales Manager will oversee market success of ServiceNow's [insert specific product line] products. 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 - 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. - 7+ years knowledge on return on investment of specialty solutions area to lead solution win. - Experience as an AE, or in alternative sales/customer service role. - Understanding of business sales processes. - Travel required: 30-50%. Requirements - For positions in this location, we offer a base pay of $125,450 - $207,000, plus equity (when applicable), variable/incentive compensation and benefits. - Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. - Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. Benefits - Health plans, including flexible spending accounts. - 401(k) Plan with company match. - ESPP and matching donations. - Flexible time away plan and family leave programs.

• Responsible for the entire sales process from lead qualification to successful deal closure • Identify and prospect new potential clients through various channels (e.g., outbound, networking, events) • Conduct discovery conversations to analyze customer needs and requirements • Present our solution through product demos and tailored customer presentations • Independently negotiate contracts and close deals • Identify objections and develop appropriate solutions throughout the sales process • Work closely with SDRs, Customer Success, and Product to refine and evolve the sales strategy • Continuously track and report relevant KPIs and maintain CRM data • Collect customer feedback and share relevant insights with internal teams

• Prospecting and reaching out to potential clients in the travel industry. • Conducting product demonstrations and highlighting the value of WeTravel's platform. • Managing the sales pipeline and closing deals to meet or exceed targets. • Collaborating with the onboarding team to ensure a smooth transition for new clients. • Providing feedback to the product team based on client interactions and needs.

• Rebuild and strengthen strategic relationships with key stakeholders across reassigned enterprise accounts • Execute critical renewals and ensure customer retention during the transition period • Develop and implement Day 2 strategies with cross-functional team collaboration and follow-through • Assess the territory/market potential and develop sales strategy to maximize revenue potential for UiPath • Achieve agreed upon sales targets and outcomes within quarterly schedule • Evangelize the UiPath brand in the marketplace by presenting, promoting and selling the UiPath enterprise automation platform with a value selling approach • Educate customers on how UiPath solutions can benefit them financially and professionally • Establish, develop and maintain positive business and customer relationships in the territory • Develop trusted relationships with local partners and global systems integrators to cultivate new opportunities and drive successful customer implementations • Partner with Customer Success Manager and extended teams to ensure customer receives maximum value and expedites customer issues as they arise • Monitor the company's industry competitors, new products, and market conditions to understand a customer's specific needs • Collaborate internally with other sales executives and cross functional groups to foster an environment of knowledge sharing and best practices • Explore ways of incorporating automation into daily work