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Senior Sales Specialist (ServiceNow)

Senior Sales Specialist (ServiceNow)

FUJITSU ASIA PTE LTDSingapore
14 days ago
Job description

As a Senior Solution Sales Specialist , the primary objective is to lead the strategic engagement and expansion of ServiceNow's platform across enterprise clients, acting as a trusted advisor to C-level stakeholders and aligning digital transformation initiatives with business outcomes. This role is pivotal in driving large-scale, complex solution sales cycles by leveraging deep expertise in the ServiceNow ecosystem, identifying customer needs, and crafting innovative solutions that span IT, employee, customer, and industry-specific workflows. The senior specialist partners closely with internal teams and external partners to influence account strategy, accelerate pipeline growth, and ensure successful adoption of ServiceNow's platform at scale.

Key Responsibilities :

  • Sales Strategy & Execution :
  • Develop and execute a go-to-market plan for ServiceNow solutions within targeted enterprise accounts, in close coordination with Account Executives, Solution Consultants, and Channel Partners.
  • Solution Selling :
  • Lead consultative sales engagements, identify customer challenges, and propose tailored ServiceNow solutions that drive measurable business outcomes across IT, HR, customer service, risk, and custom workflows.
  • C-Level Engagement :
  • Build and maintain trusted relationships with key decision-makers, including CIOs, CTOs, CHROs, and COOs, effectively articulating the strategic value of the ServiceNow platform.
  • Value Proposition Development :
  • Translate customer pain points into compelling business cases and ROI-based proposals, leveraging industry benchmarks, success stories, and outcome-based selling frameworks.
  • Collaboration & Enablement :
  • Collaborate with pre-sales, customer success, marketing, product, and partner teams to deliver a cohesive, high-impact customer experience.
  • Pipeline Generation & Forecasting :
  • Drive pipeline creation through proactive outreach, events, and campaigns. Maintain accurate forecasts and manage the full sales cycle from opportunity identification to close.
  • Market & Product Expertise :
  • Stay current on ServiceNow's product roadmap and market trends, serving as a thought leader and trusted advisor within your vertical or regional focus area.
  • Customer Success Handoff :
  • Partner with implementation and customer success teams to ensure smooth transition from sale to delivery and long-term platform adoption.

Requirements / Qualifications :

  • Bachelor's degree in a relevant field; MBA or advanced degree a plus.
  • 12+ years of enterprise B2B solution sales experience , with 7+ years focused on selling ServiceNow or equivalent enterprise SaaS platforms (e.g., Salesforce, SAP, Oracle, BMC), preferably across complex, global accounts.
  • Extensive experience leading strategic, high-value sales engagements with large enterprise clients, navigating multi-tiered decision-making structures and influencing complex buying processes.
  • Proven track record of exceeding multimillion-dollar annual quotas in a competitive enterprise sales environment, with consistent recognition.
  • Deep understanding of ServiceNow's full platform capabilities , including core IT workflows (ITSM, ITOM, ITAM), employee experience (HRSD), customer workflows (CSM), and risk / compliance (IRM, SecOps), along with industry-specific solutions.
  • Strong executive presence and boardroom communication skills , with a history of advising and influencing CxOs, SVPs, and enterprise architecture leaders on digital transformation strategies.
  • Demonstrated success in value-based and consultative selling , including business case development, ROI modeling, and outcome-driven positioning aligned with customer KPIs and enterprise goals.
  • Experience working in high-growth, matrixed organizations , partnering closely with internal teams (pre-sales, product, delivery, marketing) and external stakeholders to drive account expansion and long-term value.
  • Proficiency in sales methodologies such as Value Selling - with strong pipeline discipline and deal inspection rigor.
  • Domain knowledge in key verticals (e.g., Financial Services, Manufacturing, Public Sector) is a strong advantage.
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