Sr. Solution Sales Executive – State & Local Government (OT / Cyber-Physical Systems), US West

ServiceNow; Washington; Hybrid; USD 145,000 - 220,000; Full time

Benefits offered by this job

Health plans

401(k) match

ESPP

Family leave

Flexible time off

Job summary

ServiceNow is seeking a senior sales professional to drive new business in the OT and cybersecurity space across state and local government accounts in the US West. You will plan and execute territory strategies, collaborate with a broad team of experts, and position Armis OT visibility and related security offerings.

The role emphasizes building trusted relationships, understanding OT risk postures, and delivering value through ServiceNow's portfolio while achieving aggressive revenue targets

Qualifications

• Experience leveraging AI to improve work processes or decision-making.
• 7+ years of sales experience in software/solutions sales.
• Prior US Government (State/Local/Federal) sales experience.
• Experience selling cybersecurity, OT/ICS security, or asset security solutions.
• Knowledge of state/local government or critical infrastructure sectors.
• Ability to generate new business, negotiate deals, and maintain executive relationships.

Responsibilities

• Develop relationships with OT and cybersecurity leaders in state and local government.
• Lead account strategy with cross-functional teams to cover IT and OT stakeholders.
• Advise on how ServiceNow's OT security portfolio fits customers' security and asset management roadmaps.
• Identify and bring in OT/ICS security and Armis experts when needed.

Skills

AI in workflow

Sales experience

US Government sales

Cybersecurity/OT/ICS

Govt sector knowledge

New business development

Negotiation

Executive relationship management

Job description

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.

Join us to put AI to work for people.

Armis from ServiceNow, protects the entire attack surface and manages an organization’s cyber risk exposure in real time. Combined with ServiceNow’s Security and Risk capabilities, as well as Identity Security capabilities from Veza, we bring together all critical capabilities to secure every asset, every identity - incl. AI Agents - across all environments with the right level of context - security, operational and business - to build the first of its kind autonomous defense platform for the Agentic Enterprise.

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.

What you get to do in this role:

• 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 and Armis subject-matter expertise

To be successful in this role you have:

• Experience leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving — e.g., AI-powered tools, workflow automation, AI-driven insights, or exploring AI's impact on the function or industry
• 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
• Track record ofoverachieving sales targets
• Ability to understand the "bigger picture" of a customer's OT/IT convergence and security strategyand bring it to life commercially andtechnically
• Experience promoting a customer-success focus in a "win as a team" environment

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. 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.

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, religion, sex, sexual orientation, national origin, age, disability, gender identity, 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 [e-mail] 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.

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