About the Role

Service Now is seeking a dynamic Solution Sales Executive to drive growth of our Core Business Solutions portfolio across North Asia (Hong Kong, Macau, Taiwan) and Philippines. This role focuses on expanding Service Now beyond IT into enterprise-wide workflows—including HR Service Delivery, Procurement, Finance Operations, Legal Contract Management, and Workplace Service Delivery—helping customers create a single source of truth that transforms how work gets done across every department.

As a Solution Sales Executive, you'll be the specialist who unlocks new revenue streams by identifying cross-functional use cases and orchestrating complex, multi-product sales cycles. You'll partner with Account Executives, Solution Consultants, and Enterprise Architects to position Service Now's platform beyond traditional IT service management, demonstrating how workflow digitization delivers measurable ROI across HR, Finance, Legal, Procurement, and other enterprise functions.

This is a high-impact role for a consultative seller who understands enterprise business processes, can speak the language of CFOs, CHROs, CPOs, and General Counsel, and thrives on pioneering new opportunities in strategic accounts.

What You'll Do

Territory Strategy & Opportunity Development

• Drive territory planning and account segmentation to identify high-value Core Business Solutions opportunities across HR, Finance, Procurement, Legal, and Workplace functions
• Analyze customer organizational structures, pain points, and digital maturity to uncover white space opportunities for workflow transformation
• Develop and execute targeted account strategies that align Core Business Solutions to customer business priorities and measurable outcomes
• Coach Account Executives and Account Development Representatives on identifying and qualifying Core Business Solutions use cases during discovery

Solution-Led Selling & Value Creation

• Lead customer conversations with business function leaders (CHROs, CFOs, CPOs, General Counsel, Heads of Operations) to articulate the value of workflow digitization
• Help customers envision digital transformation possibilities by translating business challenges into Service Now solutions grounded in Now Value principles (productivity gains, cost reduction, employee experience improvement, risk mitigation)
• Develop business cases and ROI models demonstrating financial impact of Core Business Solutions implementations
• Position Service Now's unified platform architecture as a strategic advantage over fragmented point solutions (Workday, SAP, Oracle, Coupa, Ariba)

Sales Cycle Execution & Deal Orchestration

• Own and advance Core Business Solutions opportunities from qualification through close, managing complex sales cycles involving multiple stakeholders
• Collaborate with Solution Consultants and Specialist Solution Consultants to deliver compelling demonstrations, workshops, and proof-of-value engagements
• Coordinate cross-functional account teams including Partners, Customer Success, and Product Specialists to deliver comprehensive solutions
• Negotiate commercial terms, pricing, and contract structures in partnership with Account Executives

Enablement & Thought Leadership

• Provide solution-specific expertise and coaching to Account Executives on Core Business Solutions positioning, competitive differentiation, and objection handling
• Collaborate with Solution Consulting teams on capability roadmaps and delivery best practices
• Share market intelligence, customer insights, and competitive dynamics to inform product strategy and go-to-market refinement
• Champion customer success stories and reference-able implementations to accelerate pipeline velocity

Customer & Partner Collaboration

• Build trusted advisor relationships with business function leaders and process owners across customer organizations
• Partner with Service Now implementation partners and ecosystem to ensure customers have pathways to successful deployment
• Support change management conversations, helping customers navigate organizational adoption of new workflows
• Maintain engagement throughout customer journey to identify expansion opportunities and ensure solution value realization

What You Bring

Required Experience & Qualifications

Enterprise Software Sales Experience (7+ years)

• Proven track record selling complex enterprise software solutions with demonstrated quota attainment (100%+ preferred)
• Experience managing full sales cycles from opportunity identification through contract negotiation and close
• History of winning deals in competitive environments, particularly displacing incumbent solutions or expanding into new buying centers
• Ability to navigate matrixed customer organizations and influence decision-making across multiple stakeholders

Business Process & Domain Expertise

• Deep understanding of enterprise business processes across HR, Finance, Procurement, Legal, or Operations domains
• Experience selling or implementing solutions in ERP, HCM, Procurement, Finance Systems, or Enterprise Service Management categories
• Familiarity with common business challenges: employee onboarding, case management, procurement automation, contract lifecycle management, financial operations, workplace services
• Knowledge of leading enterprise applications (Workday, SAP Success Factors, Oracle HCM, Coupa, Ariba, SAP S/4HANA, Net Suite) and their limitations

Consultative Selling & Value Articulation

• Strong business acumen with ability to build ROI models and business cases demonstrating measurable financial impact
• Experience conducting discovery sessions that uncover business pain points, quantify costs of inefficiency, and align solutions to strategic priorities
• Skilled at translating technical capabilities into business outcomes relevant to non-IT executives (CHRO, CFO, CPO, General Counsel)
• Understanding of Now Value principles or similar value-selling methodologies

AI Integration & Innovation

• Experience in 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, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry.
• Ability to demonstrate how Service Now's AI capabilities (Now Assist, AI Agents) accelerate workflow transformation

Additional Requirements

• Willingness to travel regularly (30%)
• Experience working in or selling to Hong Kong/Greater China markets/ Philippines preferred

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 Service Now employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, Service Now may confirm the distance between your primary residence and the closest Service Now 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.