Must Have

12+ years in enterprise architecture/solutioning, with 8+ years hands-on ServiceNow design/implementation.
Proven track record of meeting/exceeding $1–5M+ annual quota in complex B2B deals.
Strong value selling (MEDDICC/MEDDPICC, Challenger, SPIN, or similar) and executive storytelling.
Understanding of ServiceNow value across at least two workflows (e.g., ITSM + ITOM, CSM + FSM, HRSD, SecOps/IRM, App Engine).
Experience running multi-stakeholder pursuits (CIO, COO, CHRO, CISO, CFO) and navigating procurement.
Excellent commercial acumen—deal structuring, TCV/ACV, multi-year commits, co-terming, and discount governance.
Strong written and verbal communication; ability to craft compelling proposals and business cases.
CRM discipline (Salesforce or similar), forecast rigor, and pipeline hygiene.

Good to have

Knowledge of APAC public sector procurement models and data sovereignty considerations (esp. Singapore).
Familiarity with ITIL, FinOps, SRE/DevOps, AIOps, and process mining/value acceleration.
Experience selling into regulated industries (FIs, healthcare, telco, energy).
Understanding of licensing models: packaged SKUs vs. entitlements, App Engine licensing, store apps/ISVs.

Roles & responsibilities

Own the full sales cycle: territory planning, pipeline generation, qualification, solution shaping, negotiation, and close.
Build and manage C-level, VP, and Director relationships across IT, Operations, HR, Risk, and Finance.
Lead discovery to identify business pain points, quantify value, and align ServiceNow solutions to measurable outcomes.
Drive joint account plans with ServiceNow, Global System Integrators (GSIs), and channel partners.
Orchestrate resources (PreSales, Solution Architects, Delivery, Legal, Finance) to run winning pursuits and RFPs.
Forecast accurately using CRM (weekly), maintain hygiene, and report on pipeline health and risks.
Negotiate commercials (subscriptions, services, T&Cs) in line with pricing frameworks and deal desk governance.
Ensure smooth handover to delivery with a signed scope, agreed success metrics, and governance model.
Stay current on product roadmap, competitor landscape, and compliance/regulatory drivers (e.g., data residency, PDPA).
Represent the brand at events, webinars, and customer roundtables; generate references and case studies.

ServiceNow Specialist