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

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 and Armis subject-matter expertise BenefitsGenerous family leave Matched donations Annual learning stipends Flexible PTO Competitive retirement plan Paid volunteer time Experience establishing trusted relationships with current and prospective clients and cross-functional teams 7+ years of sales experience within a software or solutions sales organizationExperience 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 industryExperience promoting a customer-success focus in a “win as a team” environmentExperience selling cybersecurity, ideally OT/ICS security (i.e. Claroty, Nozomi, Tenable), cyber-physical systems, or asset security solutionsAbility to understand the “bigger picture” of a customer’s OT/IT convergence and security strategy and bring it to life commercially and technicallyMust have prior US Government sales experience (State / Local/ Federal) Track record of overachieving sales targetsKnowledge of and experience selling into state and local government or other critical infrastructure sectors (e.g., utilities, transportation, water/wastewater) Ability to produce new business, negotiate deals, and maintain healthy relationships with senior security and operations stakeholders