About this role
You will produce new business sales revenue from a SaaS license model within the Higher Education sector across Victoria. You will accomplish this through account planning, territory planning, researching prospect institutions, using business development strategies and completing field-based sales activities across a defined set of Victorian universities and tertiary institutions.
What you get to do in this role:
Develop relationships with multiple senior executive personas (e.g., Vice-Chancellor, CFO, CIO, COO, Chief Digital Officer, DVC Research) across Victorian universities and TAFEsOversee client relationship mapping to the account team, orchestrating an account strategy across a broad virtual team (Solutions Consultants, Solutions Specialists, Success resources, Partners and Marketing, etc.)Be a trusted advisor to your institutions by understanding their unique operational challenges – student experience transformation, research administration, workforce management, and compliance – and advising on how ServiceNow can accelerate their digital roadmapNavigate complex procurement and governance frameworks typical of Victorian public institutions, including panel arrangements and shared services modelsIdentify the right specialist and support resources to bring into a deal, at the right time
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. This may include using AI-powered tools, automating workflows, analysing AI-driven insights, or exploring AI’s potential impact on Higher Education operations 7+ years of sales experience within software or solutions sales, ideally with exposure to Higher Education, public sector, or similarly complex, stakeholder-rich environmentsExperience establishing trusted relationships with current and prospective clients and other teamsAbility to produce new business, negotiate deals, and maintain healthy executive-level relationships within institutions that operate on longer sales cycles and consensus-driven decision-makingExperience achieving sales targets in a territory or vertical modelThe ability to understand the broader strategic pressures facing Victorian universities – funding constraints, student experience expectations, research excellence agendas – and connect these to IT and platform outcomesExperience promoting a customer success focus in a “win as a team” environment
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, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, 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 [email protected] 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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