Michael Sobota

Go-getter
DISC Type : d

Customer Success Executive at ServiceNow

Pittsburgh, Pennsylvania, United States

Overview

With over 25 years of IT leadership, Michael is a seasoned customer success executive at ServiceNow, focused on aligning IT strategies with business outcomes. He specializes in driving customer value and tailoring solutions on the ServiceNow platform. Michael holds a Bachelor of Science from Indiana University of Pennsylvania.

He is an avid baseball enthusiast and was inducted into the IUP Athletic Hall of Fame in 2005 for his record-setting achievements as a pitcher for the universitys team.

Unique fact: Michael holds multiple ServiceNow System Administrator certifications, including the Zurich Delta and Xanadu Delta credentials, showcasing his deep platform expertise.

Personality Overview

Self-Confident

Fast-Paced

Direct & Candid

They can be nudged to make faster decisions by offering what they value.  They focus on objectivity in a pitch and pay little attention to bells and whistles. They care equally about the product and its potential impact.

Topics They Care About

Enterprise AI
Actively shares content on ServiceNow’s AI solutions, including Autonomous Workforce and AI Control Tower, showing a keen interest in its enterprise application.
Driving Customer Value
A core theme in his professional profile, he is dedicated to crafting exceptional value and ensuring customer success and satisfaction on the ServiceNow platform.
AI in Security
Shared an article about the role of AI in the global risk and security landscape, indicating an interest in how technology can mitigate emerging threats.

Media Appearances

Michael has no verified media appearances

Work History

4-2025
Customer Success Executive at ServiceNow
9-2023 - 4-2025
Principal Success Architect at ServiceNow
3-2022 - 3-2023
Customer Value Director at Celonis
11-2019 - 3-2022
Platform Engineering / Experience Owner - ServiceNow at Citizens Bank
3-2019 - 11-2019
Information Technology Service Management Consultant at Harvard Partners, LLP

Education

Bachelor of Science from Indiana University of Pennsylvania
Bachelor of Science - BS from Indiana University of Pennsylvania

More Information

Social Presence :

Prographics :

Exp : 32 Location : Pittsburgh, Pennsylvania, United States Job Level : N/A Designation : Customer Success Executive at ServiceNow
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Highlight the competitive differentiation of your product
  • Ask them questions confidently while doing discovery, don’t be apologetic
  • Be crisp while making the pitch

DONT's

  • Avoid repeating yourself or making generalizations
  • Refrain from asking too many questions
  • Avoid long winding pitches, stay objective

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Conviction in the product matters to them, followed by proof points and strong testimonials.
  • Will you ever get a clear answer from Michael

  • They may not be very forthcoming, but they will say no if needed.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • Their decision making speed is somewhere in the middle.
  • Can Michael take some risk or not?

  • They can take risks but after weighing up the pros and cons.

You And Michael

Personality Compatibility


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