Assistant Vice President Technical Sales Leader, ServiceNow
Identity Center of Excellence
$194.3-320.6k
+ Equity (when applicable) + Variable/incentive compensation. Salary is benchmarked based on US rates and may vary depending on the location
More information about location
Cloud-based digital workflows for enterprises
Be an early applicant
Cloud-based digital workflows for enterprises
1001+ employees
Be an early applicant
$194.3-320.6k
+ Equity (when applicable) + Variable/incentive compensation. Salary is benchmarked based on US rates and may vary depending on the location
More information about location
1001+ employees
Company mission
To transform IT to revolutionize the enterprise.
Role
Who you are
- 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 team of field-based sales representatives in a matrixed sales environment in the enterprise software space to enterprise customers (over 5,000 employees)
- Strong experience managing multi-tiered customer relationships; demonstrated ability to coach and mentor
- Expertise in identity and access security
- Established relationships with CISOs, CIOs, CTOs and other identity executives
- A consistent track record of meeting and exceeding team quotas selling to large accounts (20,000+ employees)
- Experience attracting, retaining, and developing high performing, high potential talent through assessing, selecting, onboarding, coaching, and developing
- A track record of managing a growing team in different geographical locations across the Eastern US
- Superior knowledge and demonstrated skills of technical sales techniques, customer interaction, customers relations
- Strong forecasting and reporting capabilities
- Strong organization, communication, team work, presentation, problem solving and time management skills
- Experience inspiring the team to follow defined best practices
- The ability to navigate and collaborate through complex opportunities
- A competitive, can do, optimistic, realistic attitude, strong work ethic, humility and excellent team building communication and listening skills
- The willingness and ability to travel 50% of the time
What the job involves
- As part of scaling our Global Cybersecurity Sales organization, we are standardizing and expanding our specialized Centers of Excellence (COEs)
- The Identity COE exists to provide deep, authoritative technical expertise that augments our core generalist cyber sellers and Solution Engineers (SEs)—engaging at critical high-value deal stages to secure the technical win
- We are seeking a high-caliber Technical Sales Leader to build, lead, and scale the Identity & Access Security COE
- In this role, you will lead an elite team of technical domain specialists while serving as a field-CTO-caliber executive who can articulate complex identity architectures to C-level executives (CISOs, CIOs, CTOs)
- Additionally, you will serve as the primary operational link between Field Sales and Product Leadership, embedding a true "three-in-the-box" construct across Sales, Product Management, and Outbound Product Managers (OPMs)
- Standardized Engagement Lifecycle: Lead technical engagement across the sales motion—rolling on from the Scope and Proof of Value (POV) stages through to the technical win, and executing a seamless offboarding transition once secured
- GTM Pod Augmentation: Partner with generalist cyber sales pods (roughly 1 COE specialist per 2 First Line Managers / 1:16 AE coverage ratio) to drive technical wins on complex enterprise Identity deals
- Executive Technical Presence: Operate as a "Field CTO" during strategic enterprise opportunities—carrying high-level, credible technical conversations with CISOs and identity executives while guiding deep-in-the-weeds architectural validation
- Three-in-the-Box Leadership: Partner directly with the Identity Product Leader and Outbound Product Manager (OPM) to maintain tight alignment across Product, Outbound PM, and Field Execution
- Roadmap Mastery: Serve as the field’s source of truth on the Identity product roadmap, translating upcoming strategic vision into clear customer positioning
- Bi-Directional Feedback Loop: Establish a structured, standing feedback cadence to translate field friction, competitive dynamics, and customer requirements back into Product Management to influence product strategy
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 7,700 customers, including 85% of the Fortune 500 list of the United States' largest corporations. ServiceNow now looks to increase its revenue threefold in the 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 $15B, something which its Visa partnership will no doubt aid in achieving.
Freddie
Company Specialist at Welcome to the Jungle
Insights
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
- Generous family leave
- Matched donations
- Annual learning stipends
- Flexible PTO
- Competitive retirement plan
- Paid volunteer time
Company HQ
Santa Clara, CA
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