Senior Solution Sales Executive

ServiceNow

. Drive new business sales revenue for ServiceNow's OT/Cyber-Physical Systems portfolio within state and local government accounts across the US West territory .

Posted 11/3/2026full-timeRemote • Washington • United StatesSenior💰 $145,150 - $220,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in driving sales revenue for cybersecurity solutions, particularly in OT/ICS security, while establishing trusted relationships with government stakeholders. Proven ability to integrate AI into decision-making processes and execute effective business development strategies.

Highest-signal resume keywords

7+ Years Of Sales ExperienceCybersecurity Sales ExpertiseUS Government Sales ExperienceTrack Record Of Overachieving Sales TargetsOT/IT Convergence Understanding

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Business Development StrategyAccount PlanningNegotiation SkillsSales ExecutionCyber-Physical Systems KnowledgeOT/ICS Security SolutionsCustomer Success FocusProspect Research

Soft Skills

Relationship BuildingCritical ThinkingCollaborationProblem-Solving

Industry Keywords

State And Local GovernmentCritical InfrastructureOT Security PortfolioAsset Management Roadmap

Tech Stack

Tools & technologies

Cyber SecurityServiceNow

About the role

Key responsibilities & impact

Drive new business sales revenue for ServiceNow's OT/Cyber-Physical Systems portfolio within state and local government accounts across the US West territory
Conduct account and territory planning, prospect research, business development strategy, and field-based sales execution against defined accounts
Develop relationships with OT and cybersecurity leaders within state and local government organizations
Build and lead account strategy across Client Directors, Solution Consultants, Armis specialists, Partners, and Marketing
Orchestrate coverage of IT and OT stakeholders
Advise customers on how ServiceNow's OT security portfolio fits their broader security and asset management roadmap
Identify and engage specialist or support resources, particularly OT/ICS security and Armis subject-matter expertise
Negotiate deals and maintain relationships with senior security and operations stakeholders

Requirements

What you’ll need

Experience leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving
7+ years of sales experience within a software or solutions sales organization
Prior US Government sales experience (State / Local / Federal)
Experience selling cybersecurity, ideally OT/ICS security, cyber-physical systems, or asset security solutions
Knowledge of and experience selling into state and local government or other critical infrastructure sectors
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
Track record of overachieving sales targets
Ability to understand a customer's OT/IT convergence and security strategy and bring it to life commercially and technically
Experience promoting a customer-success focus in a "win as a team" environment

Benefits

Comp & perks

Equity (when applicable)
Variable/incentive compensation
Health plans
Flexible spending accounts
401(k) Plan with company match
ESPP
Matching donations
Flexible time away plan
Family leave programs
Flexible or remote work persona