Job Summary We are looking for a high-impact Account Executive/Account Manager with a strong hunter mindset who can drive new client acquisition, enterprise account penetration, and revenue growth for our ServiceNow practice. This role is a strategic blend of new logo hunting and existing account expansion, focused on building a strong enterprise customer portfolio and scaling revenue through solution-led selling. The ideal candidate will be responsible for opening new enterprise accounts, building long-term CXO relationships, owning revenue targets, and expanding ServiceNow footprint across both current and existing customers.

Key Responsibilities
1. New Logo Acquisition & Hunting
• Own new client acquisition for mid-market and enterprise accounts.
• Identify, qualify, and close new enterprise logos for ServiceNow services and solutions.
• Build and manage a strong sales pipeline of new prospects across target industries.
• Drive end-to-end sales cycles from prospecting, discovery, solutioning, proposal, negotiation to closure.
• Work closely with pre-sales and delivery teams to craft value-based, outcome-driven proposals. 2. Enterprise Account Growth & Revenue Ownership
• Own revenue targets, bookings, and account-level growth numbers.
• Manage and grow a portfolio of strategic enterprise accounts.
• Identify opportunities for account mining, cross-sell, upsell, and large transformation deals.
• Expand ServiceNow adoption across ITSM, ITOM, HRSD, CSM, GRC, App Engine, and other workflows.
• Build multi-year account growth plans and executive relationship maps. 3. Strategic Client Relationship Management
• Build and maintain strong relationships with CXOs, CIOs, CTOs, and senior stakeholders.




• Act as a trusted advisor to clients on digital transformation and ServiceNow roadmap.
• Drive QBRs, executive reviews, and strategic roadmap discussions with customers.
• Ensure high levels of customer satisfaction, account retention, and long-term partnership. 4. Solution & Platform Expertise (ServiceNow)
• Develop strong understanding of:
• ServiceNow platform, workflows, and enterprise use cases
• ITSM, ITOM, ITAM, HRSD, CSM, GRC, App Engine, integrations, and automation
• Articulate business value, ROI, and transformation outcomes using ServiceNow solutions.
• Stay updated with new ServiceNow releases, capabilities, and industry trends. 5. Sales & GTM Collaboration
• Work closely with:
• Pre-sales & solution architects for deal shaping
• Delivery teams for solution feasibility and planning
• Marketing for campaigns, events, and ABM initiatives
• Drive account-based selling, industry-specific GTM motions, and strategic pursuits.
• Participate in large deal reviews, pipeline reviews, and forecast planning. 6. Contracting, Commercials & Deal Governance
• Own commercial negotiations, pricing, proposals, and contracts.
• Manage:
• Current deal contracts
• Renewals
• Expansions
• Multi-year strategic agreements
• Work with legal, finance, and leadership to close complex enterprise deals.
• Ensure deal profitability, margin governance, and commercial compliance. 7.



Forecasting, Reporting & Performance Management
• Own sales forecasting, pipeline hygiene, and revenue predictability.
• Track and report:
• Pipeline
• Bookings
• Revenue
• Account growth
• Deal conversions
• Use data-driven insights to improve win rates, deal size, and sales cycles. Qualifications & Experience
• Bachelor’s degree in Business, Marketing, IT, or related field.
• 7+ years of experience in:
• Enterprise sales / account management / strategic sales
• IT services, SaaS, or enterprise software ecosystem
• Proven track record in:
• New logo acquisition (hunter role)
• Closing large enterprise deals
• Growing strategic accounts
• Strong exposure to ServiceNow or similar enterprise platforms (preferred).
• Experience selling to CIO / CTO / CDO / CXO-level stakeholders.
• Excellent skills in:
• Enterprise sales
• Negotiation
• Stakeholder management
• Strategic account planning
• Value-based selling Key Competencies
• Strong hunter mentality with ability to open doors and build new accounts
• Strategic thinking and enterprise relationship building
• Excellent communication, presentation, and executive presence
• Strong commercial and financial acumen
• Ability to work in a rapid-paced, high-growth environment
• High ownership mindset for revenue, growth, and customer success Preferred Experience
• Experience in:
• ServiceNow ecosystem
• IT services / digital transformation / SaaS / enterprise platforms
• Experience managing large enterprise accounts and multi-million-dollar deals
• Exposure to consulting-led or solution-selling environments

📌 Enterprise Account Executive (Mumbai)
🏢 Aelum Consulting - ServiceNow Premier Partner
📍 Mumbai