Own the executive relationship and strategic agenda for assigned Telco accounts, building multi-tiered influence across both technical and line-of-business stakeholders, from project teams through the C-suite. Lead virtual account teams across Solution Sales, Solution Consulting, Customer Success, and Professional Services to architect solutions tied to each customer's business outcomes. Build and execute multi-year account strategies that expand ServiceNow's footprint and deepen customer value globally, including the development and deployment of worldwide resources. Achieve and exceed financial targets across License, Renewal, and Professional Services revenue Qualifications. Required qualifications. Current residence in the Seattle, WA, Dallas, TX, or Kansas City, MO metro area. Ability to travel up to 50% (across the US, as needed)Current or recent experience as a quota-carrying Client Director, Strategic Account Executive or equivalent role serving as the lead seller managing 1-2 large, complex accounts. Background must be in enterprise software with a track record of closing complex PaaS/ Saas deals. Telco industry expertise and demonstrated wins. Proven success selling into lines of business — in addition to IT or technical buying centers — with the ability to engage functional executives (CMO, COO, CFO, CRO, and equivalent) on workflow transformation outcomes 10 years in enterprise account management, aligning account strategy to revenue opportunity 5 years as a Client Director or equivalent, with validated multi-million-dollar deal experience and consistent C-suite relationship management. Proven record of exceeding sales targets. Experience leading virtual or matrixed teams across Sales, Solution Consulting, and Services. Strong command of macro-level business and IT priorities shaping enterprise buyer agendas. Experience leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving — including AI-powered tools, workflow automation, AI-driven insights. Preferred qualifications. ServiceNow product knowledge or prior ServiceNow sales experience strongly preferred. Prior tenure as an Account Director or equivalent serving this same Telco customer. Sales background selling ServiceNow-adjacent Saas workflows (IT Service Management, HR, Security Operations, Customer Service, or IT Operations Management) into enterprise customers. FD 21 For positions in this location, we offer a base pay of $172,000 - $255,000 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.