AVP, GenAI Global Business Development Leader

Company Description

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Job Description

Reports to: VP, Emergent Solutions and Market Expansion

Solution Sales is on a journey to innovate across ServiceNow’s go-to-market (GTM), delight our customers, and fuel our unparalleled climb to $16B. We’re moving fast, and with this rapid scale and dynamic growth we’re hiring an Area Vice President to lead our Generative AI Global Business Development team to capture this generational moment and uncork the GenAI business to drive exponential growth for ServiceNow.

We are looking for a highly skilled and motivated global sales leader to help build and scale our Generative AI business across all elements of the integrated ServiceNow Platform. This leader must be a self-starter with a consistent track record of exceeding quota in a fast-paced sales environment, especially for new and incubating technologies. They will have superb leadership skills, high level of integrity, coaching acumen, strong executive presence and communication skills, and a passion for winning as a team.

This leadership position comes with the opportunity to play a pivotal role in growing a high profile, strategic team of business development managers and drive lasting impact for the organization. The ideal candidate is a proven software sales leader, relationship builder, and an intellectually curious individual who can develop trust with key leaders and stakeholders across the organization. The candidate must be able to combine Gen AI domain expertise with sales execution excellence to quickly drive action and deliver measurable results.

This leader will exemplify the “Hungry and Humble” ServiceNow mantra to extend the reach and influence of Solution Sales.

What you get to do in this role:

• Lead and manage a global team of GenAI Business Development specialists to scale the GTM, grow field capabilities to sell Gen AI, establish scalable sales plays, and accelerate top-line NNACV.
• Achieve key KPI's of bookings to plan, pipeline creation, recruit to plan and talent development.
• Partner cross-functionally to design, build and execute the Gen AI sales growth strategy across all product workflows and all sales geographies.
• Establish & drive sales best practices across the organization including reference accounts, demand gen activities, repeatable sales plays, enablement and partner activation.
• Be a trusted advisor and leader across the organization, be a go-to expert for EBCs, and a respected presenter in sales and market conferences.
• Engage directly with customers at C-level to champion large deals and ensure success.
• Manage accurate forecasting, business performance plans and communications.
• Leverage a matrixed sales structure and partner closely with other specialist sales teams, core sales team, Solution Consulting team, Partners & Channels, Marketing, Industry and Product teams to build Gen AI selling capacity and accelerate growth.
• Bridge market insights and intelligence to shape product pricing & packaging for GTM success. Inform the BU roadmap based on customer & market insights.

Qualifications

To be successful in this role, we need someone who has:

• 10+ years experience managing a direct field, BDM or specialist enterprise software sales team; specialist sales experience is a plus and global experience strongly preferred.
• Deep domain expertise selling Gen AI and Automation solutions
• Proven track record selling to Gen AI stakeholders and buyers
• Sales management experience in large, global software companies (2,000+ employees); skilled at operating in a matrixed sales environment.
• Strong experience managing multi-tiered customer relationships, selling to large customers and establishing relationships at the C-suite level.
• A consistent track record of meeting and exceeding team quotas.
• Experience attracting, retaining, and developing high performing, high potential talent through assessing, selecting, onboarding, coaching, and growing.
• Demonstrated ability to coach and mentor sales talent.
• Superior knowledge and demonstrated skills of sales techniques, customer interaction, customer relations.
• Strong organization, communication, teamwork, presentation, problem solving and time management skills.
• The ability to navigate and collaborate through complex opportunities.
• A winning, can do attitude, strong work ethic, humility and excellent team building communication and listening skills.
• The willingness and ability to travel 50% of the time.

For positions in New York City, we offer a base pay of $185,450 - $305,950, 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.

Additional Information

ServiceNow is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status or any other category protected by law.

At ServiceNow, we lead with flexibility and trust in our distributed world of work. Click here to learn about our work personas: flexible, remote and required-in-office.

If you require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at [email protected] for assistance.

For positions requiring access to technical data subject to export control regulations, including Export Administration Regulations (EAR), ServiceNow may have to obtain export licensing approval from the U.S. Government for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by the U.S. Government.

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