Area Vice President for System Integrator Sales, ServiceNow
$171.8-283.6k
+ Equity
Travel 50% of the time
Cloud-based digital workflows for enterprises
Be an early applicant
Cloud-based digital workflows for enterprises
1001+ employees
Be an early applicant
$171.8-283.6k
+ Equity
Travel 50% of the time
1001+ employees
Company mission
To transform IT to revolutionise 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
- Experience managing a sales business with a solid track record of deal execution on a monthly + quarterly basis with consistent over-achievement of quota and revenue goals
- A leader with a proven track record in building a complex, matrixed sales team recognized for its culture and results
- Strategic sales experience with revenue achievement from selling multiple enterprise software offerings, while building loyal customers
- Significant experience in enterprise software; ability to sell to C-suite and possess executive presence
- C-level engagement, negotiation, account strategy, domain expertise, executive selling, large deal management and team leadership
- 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
- Optimistic attitude, competitive, strong work ethic, humility, excellent team builder and communication skills
- The willingness and ability to travel 50% of the time
What the job involves
- The Area Vice President for Strategic System Integrators is a leadership role responsible for leading the sales team focused on selling the ServiceNow platform to our Strategic System Integrators
- This role will report directly into the SVP of Strategic Technology and System Integrators
- This role will play a critical part in driving revenue growth by managing our sell to motion to our system integrators and partnering closely with our Global Partnerships team
- Build a world-class high performing team recognized as a talent destination
- Take our SI accounts to the next level of strategic relevance by utilizing our platform
- Create natural selling motions to construct large, strategic deals to improve the year-on-year growth of the business
- Be a key interface with the partner organization, big deals team and other parts of the ecosystem within ServiceNow
- Ensure a framework is in place to drive continued retention and success of our System Integrators ServiceNow platform adoption
- Helping to define the team’s vision, priorities, and goals in partnership with the major area leader
- The AVP will be responsible for developing, implementing and executing a strategic sales plan to achieve company sales targets and objectives
- This leader will assume leadership of growing the SI sales team, including Regional Sales Directors and Client Directors, to help drive complex deal transactions
- Demonstrate a deep understanding of the planning process - including resource alignment to maximize the opportunity by product, industry and persona
- Position the business to grow successfully beyond its current targets, increasing the revenue of the business significantly year on year
- Excellent operational/analytical skills – cadence, reporting, forecasting experience
- Translating business objectives into specific goals for the given area
- Strong track record of recruiting, developing and retaining a high-performing sales teams
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
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 HQ
Santa Clara, CA
Leadership
Fred Luddy
(Chairman Of The Board)Previously Software Developer at Amdahl Corporation for 4 years and CTO at Peregrine Systems for 13 years.
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