I am having a panel interview with the hiring manager, his boss and one of his peers for an Enterprise AE role. What questions can be expected? What are some pitfalls to avoid? What are areas to focus on?

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Accepted Answer

If there's a standard set of questions SN asks, I'm unaware of it. This may sound obvious, but I've seen a lot of candidates who flunk it: learn something about our platform, our company's market position, and our vision. When I ask someone "what do you know about ServiceNow" and the response is "I heard it's an IT help desk tool" the interview is over. Understand who we sell to (it's not just CIOs) and be ready to give some examples of how you can build relationships with senior execs outside the IT department. If you've never sold to HR, field operations, or customer service execs, that's over half our portfolio where you might struggle. Our newest and fastest growing products are industry specific - telco, manufacturing, financial services. Do you have industry expertise? Great! Be prepared to talk about it. And good luck!

Answer

It will mostly be a casual conversation to see if you are a good fit for the role and the team. They will ask a lot of questions around your experience selling into Enterprise Accounts previously and where you saw success and how you learned from failure. I would really focus on relationship building (internally and externally) as that is one of the main areas of keys to success to winning deals. Aligning the right stakeholders and then defining a mutual success plan is another big key.

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Anonymous Q&A

I am having a panel interview with the hiring manager, his boss and one of his peers for an Enterprise AE role. What questions can be expected? What are some pitfalls to avoid? What are areas to focus on?