Servicenow
Director, Sales - Customer & Industry Workflows
Servicenow, Santa Clara, California, us, 95053
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 a team of direct Solution Sales Executives (Customer & Industry Workflows) to drive rapid new business sales growth in the West US regionBuild and drive sales strategy for the region in conjunction with Sales Operations to effectively Go-To-Market including understanding the competitive landscape, presence and strength within the regionActively engage in territory planning, relationship development and opportunity development and driving revenue by supporting and assisting Field Sales Teams in closing opportunitiesRecruit, coach and mentor team members to drive excellenceDevelopment of territories and quota for the sales team and effectively communicate to set performance expectations within the teamManage and report accurate forecast and pipeline to the businessAchievement of annual sales goals on a quarterly and annual basis is requiredEngage and align effectively in C-level meetings in order to properly understand customer business requirementsBuild effective working relationships with Solution Consulting, Business Units, Professional Services, Marketing, our Partner community and the ServiceNow executive teamRetain and grow existing customer base with regular non-sales customer engagement activities to deliver an excellent customer experienceQualifications
To be successful in this role you have:Experience in solution sales leadership, preferably within a Customer Service Management / CRM / CX / CPaaS vendorAn understanding of the CRM or CX solution-related business processesExtensive track record of new business sales success including presentation and negotiation skills within industry and at C LevelStrong success in recruiting, coaching and managing an exceptional sales teamStrong strategic thinking including analytical and financial planning skills to meet and exceed quotas and goalsOwnership of accurate CRM reports including current and future quarterly forecasts and opportunity inspectionExperienced in driving sales process and drive effective working relationships with Sales OperationsAbility to understand the 'bigger picture' and business drivers around ITAbility to build long term strategic and senior level relationshipsAbility to adapt and work effectively within a rapidly changing and growing environmentDemonstrates strong business and financial acumenBuilt self-motivated sales teams that embrace a culture of collaboration, enthusiasm, and overachievementChampions and promotes top performers, constantly develops and coaches the team and themselves, and topgrades appropriatelyProven partner relationships and networks, and ability to grow the impact of revenue streams and territory development through the partner ecosystemOwnership of driving successful pipeline generation activities developed by marketing or the partner communityAdditional Information
CompensationFor this position in the Bay Area, CA location, we offer a base pay of $160,750 - $265,250 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.Equal Opportunity EmployerServiceNow 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.AccommodationsWe 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 RegulationsFor 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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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 a team of direct Solution Sales Executives (Customer & Industry Workflows) to drive rapid new business sales growth in the West US regionBuild and drive sales strategy for the region in conjunction with Sales Operations to effectively Go-To-Market including understanding the competitive landscape, presence and strength within the regionActively engage in territory planning, relationship development and opportunity development and driving revenue by supporting and assisting Field Sales Teams in closing opportunitiesRecruit, coach and mentor team members to drive excellenceDevelopment of territories and quota for the sales team and effectively communicate to set performance expectations within the teamManage and report accurate forecast and pipeline to the businessAchievement of annual sales goals on a quarterly and annual basis is requiredEngage and align effectively in C-level meetings in order to properly understand customer business requirementsBuild effective working relationships with Solution Consulting, Business Units, Professional Services, Marketing, our Partner community and the ServiceNow executive teamRetain and grow existing customer base with regular non-sales customer engagement activities to deliver an excellent customer experienceQualifications
To be successful in this role you have:Experience in solution sales leadership, preferably within a Customer Service Management / CRM / CX / CPaaS vendorAn understanding of the CRM or CX solution-related business processesExtensive track record of new business sales success including presentation and negotiation skills within industry and at C LevelStrong success in recruiting, coaching and managing an exceptional sales teamStrong strategic thinking including analytical and financial planning skills to meet and exceed quotas and goalsOwnership of accurate CRM reports including current and future quarterly forecasts and opportunity inspectionExperienced in driving sales process and drive effective working relationships with Sales OperationsAbility to understand the 'bigger picture' and business drivers around ITAbility to build long term strategic and senior level relationshipsAbility to adapt and work effectively within a rapidly changing and growing environmentDemonstrates strong business and financial acumenBuilt self-motivated sales teams that embrace a culture of collaboration, enthusiasm, and overachievementChampions and promotes top performers, constantly develops and coaches the team and themselves, and topgrades appropriatelyProven partner relationships and networks, and ability to grow the impact of revenue streams and territory development through the partner ecosystemOwnership of driving successful pipeline generation activities developed by marketing or the partner communityAdditional Information
CompensationFor this position in the Bay Area, CA location, we offer a base pay of $160,750 - $265,250 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.Equal Opportunity EmployerServiceNow 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.AccommodationsWe 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 RegulationsFor 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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