Sr. Solution Sales Executive – State & Local Government (OT / Cyber-Physical Systems), US West (Armis/Veza)

Job description

You will drive new business sales revenue for ServiceNow's OT/Cyber-Physical Systems portfolio — including Armis OT visibility and security, Cyber Asset Security, and USEM for OT — within state and local government accounts across the US West territory. You will accomplish this through account and territory planning, prospect research, business development strategy, and field-based sales execution against a defined set of accounts.

What you get to do in this role

• Develop relationships with OT and cybersecurity leaders (e.g., CISO, VP/Director of OT Security, Plant/Facility Operations leaders, Critical Infrastructure Program Owners) within state and local government organizations
• Build and lead account strategy across a broad virtual team: Client Directors, Solution Consultants, Armis specialists, Partners, and Marketing to orchestrate coverage of both IT and OT stakeholders Be a trusted advisor by understanding each customer's OT/cyber-physical risk posture and regulatory obligations, and advising on how ServiceNow's OT security portfolio fits their broader security and asset management roadmap
• Identify and bring in the right specialist or support resource at the right time, particularly OT/ICS security and Armis subject-matter expertise

Qualifications

To be successful in this role you have: Experience leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving — e.g., AI-powered tools, workflow automation, AI-driven insights, or exploring AI's impact on the function or industry

• 7+ years of sales experience within a software or solutions sales organization
• Must have prior US Government sales experience (State / Local/ Federal) Experience selling cybersecurity, ideally OT/ICS security (i.e.

Claroty, Nozomi, Tenable), cyber-physical systems, or asset security solutions

• Knowledge of and experience selling into state and local government or other critical infrastructure sectors (e.g., utilities, transportation, water/wastewater) Experience establishing trusted relationships with current and prospective clients and cross-functional teams
• Ability to produce new business, negotiate deals, and maintain healthy relationships with senior security and operations stakeholders
• Track record of overachieving sales targets
• Ability to understand the "bigger picture" of a customer's OT/IT convergence and security strategy and bring it to life commercially and technically Experience promoting a customer-success focus in a "win as a team" environment For positions in this location, we offer a base pay of $145,150 - $220,000 , 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.