AVP, Global Business Services GTM

Company Description

At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you.

With more than 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be one of FORTUNE 100 Best Companies to Work For® and World's Most Admired Companies™.

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Job Description

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 are moving fast, and with this rapid scale and dynamic growth we are hiring a Global Business Services GTM leader to capitalize on our opportunity to transform the world of work for customers who deploy Global Business Services.

ServiceNow offers an unparalleled solution set for GBS, bringing together IT, HR, Supply Chain, Finance/ERP and Customer Service offerings within a unified and integrated platform. The GBS Leader will partner cross-functionally to accelerate our GTM within this rapidly growing space. Key focus areas will include crafting the GBS GTM strategy, evangelizing the ServiceNow platform, upleveling field capacity to sell to GBS buyers, and shaping cross-functional ecosystem activities to build pipeline and capture market opportunities. They will oversee a small global team of Business Development Managers with deep domain expertise. In addition, they will support solution market development, demand generation, pipeline maturity and lend expertise to our most critical GBS engagements.

This leadership position comes with the opportunity to play a pivotal role in growing the business and driving lasting impact for the organization. The ideal candidate is a proven sales leader, expert at partnering with product leadership to build & grow businesses, superb relationship builder, and an intellectually curious individual who can develop trust with senior leaders and stakeholders across the organization. The candidate must be able to combine GTM expertise, product/market knowledge and sales GTM excellence to drive action and deliver results.

What you get to do as the GBS Sales Leader:

• Build integrated and unified GTM strategies in partnership with workflow/business unit & cross-functional business partners including marketing, Strategic Accounts, partner, geo-aligned solution sales, core field sales and others. Shape an integrated and unified GTM strategy.

• Manage, lead, and inspire a small, geographically dispersed team of business development managers to accelerate the business and drive GTM success.

• Own the multi-quarter business performance view, continuously track & monitor key metrics to ensure success, recommend course correction & success initiatives.

• Be the GBS sales evangelist; actively represent the portfolio in large scale 1:Many customer and partner facing events and 1:1 executive briefing. Build ServiceNow’s brand and market presence in the GBS space.

• Bring deep domain expertise to help win top GBS deals.

• Bridge market insights and intelligence to shape product pricing & packaging for GTM success. Inform the BU (Business Units) roadmap based on customer & market insights.

• Partner with Marketing to tune customer and field collateral to empower the success of our field sales teams.

• Provide guidance on target account selection and prioritization. Partner closely with geo-aligned solution sales specialist and core sales teams to help them execute GBS plays and activities.

• Be the GTM voice in business reviews and, in general, represent GBS from a sales perspective.

• Facilitate best practice sharing between field teams and support a strong virtual community of interest around GBS.

• Provide expert consultation in long-range and annual planning efforts including growth objectives, prioritization, enablement needs, and other sales critical success activities.

• Proactively collaborate with the Global Partners and Channels organization to develop GTM partners to deliver and deploy GBS solutions.

• Define GBS enablement priorities, expand field domain expertise, ensure competitive readiness.

Qualifications

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

• 15+ years experience in sales, business development and GTM strategy
• Deep sales, market and product knowledge relating to Global Business Services, with proven enterprise software sales experience in a large, global matrixed sales organization.
• Demonstrated success partnering with senior product leaders to build and grow businesses spanning a multi-BU product portfolio.
• Outstanding communication skills, ability to influence at all levels of the company.
• Experience presenting to large internal and external audiences including customer & partner events.
• Understanding of customer buying preferences, market dynamics and key drivers with ability to crafty and align sales GTM strategies accordingly.
• A consistent track record of sales excellence; meeting and exceeding team quotas
• Experience attracting, retaining, and developing high performing, high potential talent through assessing, selecting, onboarding, coaching, and developing.
• Superior knowledge and demonstrated skills of sales techniques, customer interaction, customer relations.
• Strong understanding of key financial metrics, ROI (Return on Investment) assessment and market insights analysis for near-term and long-term health of the business.
• A proven and consistent record of accomplishment selling to large enterprise level customers and established relationship at the C-suite level.
• Strong organization, communication, teamwork, presentation, problem solving and time management skills.
• Experience inspiring global, matrixed teams to share and follow defined best practices.
• A self-starter with a “win as a team” approach
• Global role or international experience is a plus.

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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