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 robust 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 new and existing customers.

Key Responsibilities

- 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 recent 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:
- New 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
- Robust 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 fast-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