• Drive new business sales of Daylight PMS, Infrasys POS, and ancillary products within an assigned territory across the United States and/or Canada, owning the full sales cycle from prospecting through close • Identify and qualify new business opportunities through market research, outbound prospecting, in-person hotel visits, territory planning, industry events, networking activities, and self-identified target accounts • Maintain high daily sales activity levels across prospecting calls, emails, social outreach, customer meetings, and field engagement to consistently build and advance pipeline • Build and maintain strong relationships with hotel owners, operators, management companies, general managers, and other hospitality decision-makers to identify business needs, drive long-term business development and referrals • Collaborate with the SDR team, Marketing, and Director of Sales to coordinate territory-based campaigns, align on penetration strategies, and maximize pipeline generation • Meet or exceed all assigned sales and activity goals and revenue targets • Maintain accurate pipeline management, forecasting, activity tracking, and opportunity updates within CRM systems • Conduct consultative discovery meetings, product demonstrations, and presentations for Daylight PMS and Infrasys POS, tailoring proposals to prospect's needs and driving deals to closure • Analyze territory performance data, market trends, competitive activity, and customer insights to identify high-value targets, prioritize outreach, and refine go-to-market strategies for maximum impact • Stay current on hospitality technology trends, competitive landscape, and product updates for Daylight PMS, Infrasys POS, and other Shiji offerings to effectively position solutions and uncover new deployment opportunities • Represent Shiji in the market by actively participating in industry events, trade shows, and local hospitality associations to increase brand visibility and generate leads. • Perform other related duties as required and assigned.

• Drive sales success by identifying prospects, generating leads, making sales calls, and managing the entire sales cycle—from proposal and contract negotiation to closing deals. • Connect with a diverse range of stakeholders, from executive leadership to operational staff across various academic departments. • Address workflow challenges, align product benefits to specific needs, highlight competitive advantages, define commercial terms, and coordinate technical follow-ups to ensure successful deal closures. • Generate new leads through prospecting and networking, including cold calling. • Collaborate with Clarivate Academic and Government Account Managers on opportunities in territory (US/Canada). • Focus on expanding the Ex Libris/Clarivate teaching and learning software product portfolio with primary emphasis on our Alethea solution. • Act as a representative and present at various industry conferences and events.

• Drive new business revenue across the Northeast region. • Own new business growth across your assigned territory by building a strategic territory plan. • Create executive-level demand and drive complex enterprise sales cycles from initial engagement through close. • Build, manage, and execute a regional sales strategy for the North Central territory. • Prospect aggressively into enterprise accounts and develop a qualified pipeline. • Identify business pains tied to employee productivity, IT support, application adoption, digital transformation, and AI readiness. • Engage multiple stakeholders across IT, Digital Workplace, End User Computing, Service Management, Infrastructure, Security, Procurement, and executive leadership. • Evangelize Nexthink’s value proposition and educate customers on the rapidly evolving DEX category. • Partner with Nexthink’s business development, marketing, channel, solution consulting, and professional services teams to create and advance opportunities. • Lead discovery, business case development, executive presentations, proof-of-concept alignment, negotiation, and close. • Manage customer expectations throughout evaluations and proof-of-concept cycles. • Sell the full Nexthink solution, including software, services, and support, to ensure long-term customer success. • Build trusted relationships that create expansion opportunities and durable customer value. • Consistently exceed monthly, quarterly, and annual bookings targets.

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 DAF 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% For positions in this location, we offer a base pay of $145,150 - $184,500, 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. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location. 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. 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