AWS Sales Executive - Banking Industry, Americas at ServiceNow Vienna, VA

ServiceNow; Vienna (VA); On-site; USD 180,000 - 260,000; Full time

Job summary

ServiceNow is seeking a strategic leader to drive and scale the AWS business across Americas, focusing on Banking, Insurance, and Wealth Management clients. The role demands building senior-level relationships with customers, AWS, and ServiceNow field teams to execute a joint growth plan.

You will guide virtual teams across solution sales, solution consulting, partners, product, and operations, owning pipeline and advancing high-value outcomes.

Qualifications

• 10+ years of experience in large client management aligning account strategies to revenue opportunities.
• 5+ years as a Client Director or equivalent with multi-million dollar sales solutions experience and executive-level relationship management.
• Experience in IT Service Management, HR, Security Operations, Customer Service, and IT Operations Management within software or IT sales.

Responsibilities

• Create an AWS sales plan with Americas leadership to drive growth.
• Build and maintain multi-tiered relationships across the customer’s organization.
• Work with the greater ServiceNow solution teams to develop a ServiceNow solution based on the customer’s outcomes.
• Manage relationships between ServiceNow, AWS, and executive-level customers.
• Negotiate complex contracts.
• Present the value of the partnership and evangelize joint use cases.
• Tackle strategic projects to smooth hyperscaler adoption across ServiceNow.

Skills

Client management

Executive relationships

Sales planning

Strategic account management

Cross-functional leadership

Job description

Job Description

ServiceNow is a global market leader in AI‑enhanced technology, serving over 8,100 customers—including 85% of the Fortune 500—while providing an intelligent cloud‑based platform that connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work.

We are seeking a highly motivated leader and team player to drive and support a plan to accelerate and scale the growth of our AWS business. You will focus on enterprise customers in the Banking, Insurance, and Wealth Management industries. This role includes responsibility for meeting sales quota and pipeline forecasting. You will build close relationships with customers, AWS, and ServiceNow field sellers while leading virtual teams consisting of solution sales, solution consulting, partner, product, and operations.

Key Responsibilities

• Create an AWS sales plan with Americas leadership to drive growth and bring it to life.
  • Build trust and deep multi‑tiered relationships through the customer’s organization, from business unit teams to CxO level.
  • Work with the greater ServiceNow solution teams to develop a ServiceNow solution based on the customer’s strategic outcomes.
  • Manage relationships between ServiceNow, AWS, and executive‑level customers.
  • Present the value of the partnership, evangelizing joint innovation use cases.
  • Negotiate complex contracts.
• Build mindshare within AWS field sales leadership and account teams to drive sales.
• Develop a clear roadmap across the customer, AWS, and ServiceNow teams to promote an outstanding customer experience.
• Ensure customers are at the center of everything, delivering high‑value outcomes for them.
• Ensure alignment with Value Selling (Value Prompter), NowSell principles, and partner 3‑way sales.
• Tackle strategic projects to smooth hyperscaler adoption across ServiceNow, inclusive of operations, finance, reporting, enablement, and deal desk.
• Be responsible for weekly pipeline reporting, progress updates, customer references, and deal registration.
• Work with marketing to plan events, land public customer references, and drive customer engagement, including stage presence at major events.

Qualifications

• 10+ years of experience in large client management, aligning account strategies to revenue opportunities.
• 5+ years of experience as a Client Director or equivalent role with validated multi‑million‑dollar sales solutions experience and executive‑level relationship management.
• Previous sales experience in IT Service Management, HR, Security Operations, Customer Service, and IT Operations Management (within software or IT sales organizations).
• Ability to understand broad, macro‑level business and IT needs for the largest, most well‑known brands in the world.

Desired Skills/Experience

• Background experience from a career working at ServiceNow and/or AWS.
• Strong track record of exceeding sales targets by 150‑200%.
• High energy, enthusiasm, and passion for the business.
• Excellent understanding of growing and sustaining businesses in a highly competitive and changing marketplace.
• Comfortable with ambiguity, complexity, and thinking on multiple levels of abstraction; demonstrates use of critical thinking techniques.
• Excellent spoken and written communication, interpersonal, relationship building skills.
• Experience leading virtual and matrixed teams.
• ServiceNow platform and AWS Cloud Practitioner training a plus (not required).
• Travel up to 50%.

We encourage candidates who are a good fit to apply. ServiceNow values inclusivity and welcomes diverse backgrounds, including non‑traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candidate.