It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. Backed by Greylock and Sequoia.
About the role
For positions in this location, we offer a base pay of $145,150 - $220,000 , 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.
What they're looking for
- 7+ years of sales experience within a software or solutions sales organization
- Must have prior US Government sales experience (State / Local/ Federal)
- Experience selling cybersecurity, ideally OT/ICS security (i.e. Claroty, Nozomi, Tenable), cyber-physical systems, or asset security solutions
- Knowledge of and experience selling into state and local government or other critical infrastructure sectors (e.g., utilities, transportation, water/wastewater)
- Experience establishing trusted relationships with current and prospective clients and cross-functional teams
- Ability to produce new business, negotiate deals, and maintain healthy relationships with senior security and operations stakeholders
More about this role
You will drive new business sales revenue for ServiceNow's OT/Cyber-Physical Systems portfolio — including Armis OT visibility and security, Cyber Asset Security, and USEM for OT — within state and local government accounts across the US West territory. You will accomplish this through account and territory planning, prospect research, business development strategy, and field-based sales execution against a defined set of accounts.
- Develop relationships with OT and cybersecurity leaders (e.g., CISO, VP/Director of OT Security, Plant/Facility Operations leaders, Critical Infrastructure Program Owners) within state and local government organizations
- Build and lead account strategy across a broad virtual team: Client Directors, Solution Consultants, Armis specialists, Partners, and Marketing to orchestrate coverage of both IT and OT stakeholders
- Be a trusted advisor by understanding each customer's OT/cyber-physical risk posture and regulatory obligations, and advising on how ServiceNow's OT security portfolio fits their broader security and asset management roadmap
- Identify and bring in the right specialist or support resource at the right time, particularly OT/ICS security...
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