Technology Industry Go to Market Lead, ServiceNow
Lead EMEA
Office located in Hoekenrode, Amsterdam
Cloud-based digital workflows for enterprises
Posted today
Cloud-based digital workflows for enterprises
1001+ employees
Posted today
Office located in Hoekenrode, Amsterdam
1001+ employees
Company mission
To transform IT to revolutionise the enterprise.
Role
Who you are
- The ideal candidate brings a grounded point of view, is visionary with the art of the possible, is fact-based and objective in his/her orientation and communication and serves as the key Subject Matter Expert (SME) stakeholder
- 15+ years of experience in the Technology Industry with proven success in guiding strategy, operations and day to day functions within managed services, consulting or support
- 5+ years of Enterprise Platform Software selling into Tech Industry organizations as a subject matter expert or in a business development, business consulting, solution consulting, or similar capacity
- Exceptional written and verbal communication skills – strategic, top down, concise
- Ability to develop trusted advisor relationships with customers and sales organizations; demonstrated ability to advise and influence senior leaders, multiple teams / departments on strategy, messaging and customer engagement
- Experience producing thought leadership content and communications for an international audience
- Resourceful, self-motivated and able to prioritize independently shifting workloads in a dynamic, high growth environment
- Agile business mind; adept ability to work in a matrix organization structure with a highly distributed team, leading through influence and relationship-building
- Advanced skill level in designing and building in MS Powerpoint and Excel
- Business application software product marketing, sales or delivery experience is preferred over infrastructure experience
- Ability to achieve revenue growth and solution revenue growth targets for their overall region and accounts, in partnership with the direct account sales teams
- Understanding of key repeatable industry use cases in Banking
- Superior organizational skills with ability to effectively prioritize
- Ability to travel up to 60% of the time
- Bachelors and/or Masters degree in Business, Technology or related fields
What the job involves
- The Technology Industry Go to Market (GTM) Lead EMEA is a role that operates together with ServiceNow’s customer-centric industry transformation sales teams as well as core functions within the firm (i.e., marketing, product, customer success & implementation partners, etc.) to identify and localize the ServiceNow Technology Industry solutions to the market and to specific customers / buying centers
- S/he will closely align with our account teams in several strategic clients to seed and develop strategic opportunities based on industry solutions
- S/he will serve as the main regional point of contact for the strategic accounts connecting with more senior and C-suite stakeholders, taking our messaging, communications and experience to the next level with an industry-based lens in their language, and considering their challenges and needs
- Customer Focused Pipeline Development – operate as the industry expert, introducing and educating executives and senior leaders to ServiceNow through leadership and participation with customers at industry events, executive business reviews, etc
- This activity should directly lead to new pipeline creation
- S/he will closely align with our core and solution account teams across forcused on MSP, SI and High-Tech accounts, to seed and develop strategic opportunities based on industry solutions
- Sales Oriented Pipeline Progression - Partnering with account executives and their teams to progress pipeline by infusing industry expertise (solution, messaging, etc
- S/he will build trusted relationships with customer and partner executives, partner with sales leaders, and be a significant contributor to the revenue growth.) into account strategy, forming relationships with key buying center executives, and helping shorten deal lifecycles by helping the team highlight the business value and competitive differentiators
- Partner Development & Execution – leading priorities with select (top 3-4) partners to support in industry leadership positioning, enablement and customer development
- Focus should be an accelerant for customer focused pipeline priorities
- Analyze, Drive & Report on The Business – analyzing the regional business to understand trends, opportunities, needs, KPI impact and movement against goals, and use that to feed/fuel customer efforts within this sector
- Utilize data to influence / change behaviors to drive results and reinforce high-yield actions
- S/he is expected to “roll up their sleeves” and be comfortable devising a multi-year strategy to penetrate the local market
- S/he thrives in a high growth, fast-paced environment, and can maintain a ‘north star’ point of view despite managing the urgent requests of a given day
- A typical day involves equal parts brainstorming on how to go to market in region more effectively; attending high-value marketing events operating as an obvious Technology Industry SME; participating in c-suite engagement opportunities; working with Industry leaders and Marquee/Big Bets account teams on specific customers; and regularly meeting with key partner leaders driving mature relationships that support opportunities and driving future pipeline
- Over time, this implies the ability to embed a new industry, customer-centric muscle and experience set in a consistent, scalable way
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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