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 TAFEs
• Oversee 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 Service Now can accelerate their digital roadmap
• Navigate complex procurement and governance frameworks typical of Victorian public institutions, including panel arrangements and shared services models
• Identify 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 environments
• Experience establishing trusted relationships with current and prospective clients and other teams
• Ability to produce new business, negotiate deals, and maintain healthy executive-level relationships within institutions that operate on longer sales cycles and consensus-driven decision-making
• Experience achieving sales targets in a territory or vertical model
• The 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 outcomes
• Experience 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

Service Now 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 globaltalentss@servicenow.com 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), Service Now may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon Service Now obtaining any export license or other approval that may be required by relevant export control authorities.

From Fortune. ©2025 Fortune Media IP Limited. All rights reserved. Used under license.

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — Service Now stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.