Customer Workflow GTM Business Development Manager, ServiceNow
EMEA Workflow Go-To-Market Leader
Cloud-based digital workflows for enterprises
Posted today
Cloud-based digital workflows for enterprises
1001+ employees
Posted today
1001+ employees
Company mission
To transform IT to revolutionise the enterprise.
Role
Who you are
- The ideal candidate is a proven sales leader, expert at partnering with global and product leadership to build & grow business, a 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
- 10+ years’ experience in sales, business development and GTM strategy
- Proven enterprise software sales experience in a large, global matrixed sales organization. Experience in a specialist sales organization preferred
- Demonstrated success partnering with senior product leaders to build and grow businesses spanning a multi-BU product portfolio
- Deep sales, market and product knowledge relating to the Customer Workflow business; selling solutions to scale customer operations and improve end-customer experience
- Outstanding communication skills, ability to influence at all levels of the company
- Experience developing and running sales programs and strategies from inception to completion
- 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
- Superior knowledge and demonstrated skills of sales techniques, customer interaction, customers relations
- Strong forecasting and reporting capabilities with solid understanding of key financial metrics, ROI assessment and market insights analysis for near-term and long-term health of the business
- A proven and consistent track record 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
- International experience is a plus
- Strong fluency in English is required; additional languages are a plus
What the job involves
- As the EMEA Area Vice President Customer Workflow GTM Business Development Manager you will be responsible for driving market success across ServiceNow’s Customer Workflow product suites
- Key focus areas will include driving the workflow growth strategy, expanding solution sales specialist capabilities and shaping cross-functional ecosystem activities to build pipeline and capture market opportunities
- You will support solution market development, demand generation, and field enablement for the Customer Workflow portfolio of capabilities
- This leadership position comes with the opportunity to play a pivotal role in growing the business and driving lasting impact for the organization
- Build GTM strategies and programs in partnership with WF/BU & cross-functional business partners including marketing, partner, digital sales, core field sales, solution specialists and solution consulting
- Creation of business development strategies in partnership with Geo leadership to build healthy pipeline coverage and drive growth & innovation
- Own the multi-quarter business performance view, continuously track & monitor key metrics to ensure success, recommend course correction & success initiatives
- Be the WF sales evangelist; actively represent the portfolio in large scale 1:Many customer and partner facing events and 1:1 executive briefing
- Bridge market insights and intelligence to shape product pricing & packaging for GTM success. Inform the BU roadmap based on customer & market insights
- Partner closely with Major Area-aligned solution sales specialist teams to help them adopt and execute WF strategies, programs, plays and activities
- Be the GTM voice for the Workflow in GTM plans, business reviews and, in general, represent the workflow from a sales perspective
- Foster and grow the workflow specialist community and culture; define enablement priorities, expand domain expertise, ensure competitive readiness
- Provide expert consultation in long-range and annual planning efforts including growth objectives, prioritization, enablement needs, workflow specialist sales compensation approaches, and other sales critical success activities
- Proactively collaborate with the GPC organization to develop GTM partners to deliver on workflow growth objectives
- Develop Multi-Workflow strategies in partnership with Geo WF Leader peers and product leaders
- Plan construction and targeting, co-ordination with marketing on required events
- Creation of thought leadership content, in conjunction with BU and marketing
- Providing enablement for scaling, in conjunction with Ops and Partner orgs; and
- Conducting an aggregation of forecasting at a global level
Our take
ServiceNow provides cloud-based solutions that define, structure, manage, and automate services for enterprise operations, transforming old, manual ways of working into modern digital workflows. The company was founded in 2004 with a vision to build a cloud-based platform that would enable regular people to route work effectively through the enterprise.
Much as Salesforce enables a company to manage its external clients by keeping a record of all contacts and interactions, ServiceNow promises an internal system to meet the needs of employees. It has succeeded in claiming half the market, setting itself apart from legacy IT service-management software players like BMC Software, Hewlett Packard Enterprise, Cherwell Software and CA Technologies.
The company's success comes from two product traits: simplicity and customisability. ServiceNow's IT tools don't require the IT department to set them up. Once running, they offer a single collection centre for requests, data points and checklists, all of which can in turn be analysed by algorithms to predict needs, flag concerns and measure efficiency.
The company has more than 7500 customers, including 80% of the Fortune 500 list of the United States' largest corporations. ServiceNow now looks to increase its revenue threefold in upcoming years and has entered into a 5-year partnership plan with Visa, beginning with the launch of a Visa-integrated dispute resolution solution for issuers. The company is prioritising organic growth over mergers and acquisitions, with a target revenue of $15 billion, something which its Visa partnership will no doubt aid in achieving.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Few candidates hear
back within 2 weeks
16% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Mar 2012
$11m
GROWTH EQUITY VC
Feb 2012
$17.9m
GROWTH EQUITY VC
Total funding: $83.8m
Company benefits
- Commuter benefits
- Annual learning stipends
- Work from home opportunities
- Generous family leave
- Matched donations
- Flexible PTO
- 401(k) matching
- Paid volunteer time
Company values
- Win as a team
- Innovate and execute
- Stay hungry and humble
- Deliver customer success
Company HQ
Santa Clara, CA
Articles
Leadership
Fred Luddy
(Chairman Of The Board)Previously Software Developer at Amdahl Corporation for 4 years and CTO at Peregrine Systems for 13 years.
Salary benchmarks
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Diversity, Equity & Inclusion at ServiceNow
- Enabling and empowering our people: We use rich learning programmes to equip employees with inclusive mindsets and skills, and we build equitable processes across our entire talent ecosystem
- Engaging our communities and allies: We make space to listen, share openly and engage in respectful dialogue. We extend into our communities through civic engagement, digital literacy and non‑profit support
- Building diverse talent and hiring inclusively: We grow stronger together by developing and advancing individual talent and by improving representation at all levels.
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