Global Solution Sales Leader - Operational Technology

Company Description

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

Job Description

What you get to do in this role:

• Lead and manage a global team of OT Solution Sales specialists to drive the GTM, capture new markets and maximize NNACV. 

• Build and execute the OT sales incubation & growth strategy  

• Achieve key KPIs of bookings to plan, pipeline creation, recruit to plan and talent development.  

• Establish & drive sales incubation best practices across the organization including reference accounts, demand gen activities, repeatable sales plays, enablement, partner activation. 

• Be a trusted advisor and leader across the organization. 

• 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, ACE, Marketing, Industry and Product teams to build the OT community, scale domain expertise across the company 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 you have:

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI’s potential impact on the function or industry.
• 10+ years experience managing a direct field or specialist enterprise software sales team; specialist sales experience is a plus and global experience strongly preferred. 
• Deep domain expertise selling Operation Technology solutions 
• Proven track record selling to Operation Technology and LOB stakeholders 
• 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 customersand 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 forecasting and business performance insights & reporting capabilities.  
• 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.  

Additional Information

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

Equal Opportunity Employer

ServiceNow is an equal 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. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements. 

Accommodations

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact globaltalentss@servicenow.com for assistance. 

Export Control Regulations

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

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