Senior Director of AMS Strategic Customer Engagements, ServiceNow
Major Areas, Elevate
$203.5-335.8k
+ Variable/incentive compensation and ESPP. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure
Cloud-based digital workflows for enterprises
Posted today
Cloud-based digital workflows for enterprises
1001+ employees
Posted today
$203.5-335.8k
+ Variable/incentive compensation and ESPP. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure
1001+ employees
Company mission
To transform IT to revolutionise the enterprise.
Role
Who you are
- 15 + years of experience in the software industry
- 10 + years of consultative direct sales experience into Enterprise accounts, preferably selling SaaS
- 5 + years of experience in a leadership/sales leadership role
- 2 + years of Large Deal or Corporate Strategy/Business Development experience, supporting complex transactions such as M&A, IP Acquisition, Revenue Share Models, etc
- Demonstrated coaching and mentoring experience
- Excellent presentation and communication skills
- Excellent knowledge of Sales Methodologies
- Organizational and analytical skills
- Experience within a large organization, ability to work in a matrixed environment
- International work experience
- Continuous improvement and growth mindset
What the job involves
- Reporting to the AVP, AMS Strategic Engagements (Large Deal Pursuits) the AMS Strategic Customer Engagements, Major Areas - Elevate leader's mission is to drive ServiceNow’s long-term revenue growth and profitability through larger and more strategic transactions across our US, Canada and LATAM business and aligned to assigned Major Area Leadership
- The Major Area Leader will lead a small team of in-region deal experts in driving end-to-end deal strategy, developing creative commercial structures, and leading complex negotiations for our most strategic deals
- This leader will help define and follow a consistent programmatic approach to engaging with the AMS Major Area Leaders, regional sales organizations, and cross-functional deal execution teams to execute large, complex, and strategic deals
- The role will utilize collaborative account planning, out-quarter pipeline development, opportunity review cadences, deal coaching and choreography, and thought leadership, to ensure relevant parties are involved in the right way and at the right time to maximize market opportunity and accelerate the sales cycle to close larger deals successfully
- This leader will be an expert in the contractual aspects of ServiceNow’s business, and able to articulate value and structure complex, multi-product agreements to enable the right deal to be presented to the customer
- The role also participates in ServiceNow’s overall transformation effort to establish the best Enterprise salesforce in the industry
- Agree on resourcing and prioritization with the AMS GEO Chief of Staff, Business Operators, and SVPs
- Champion all collaborative, integrated GTM activities for our Strategic Accounts, including account planning sessions, strategic pursuits, WIN Forums, review cadences or other GTM activities
- Drive big deal thinking and best practice sharing both within the immediate team and across the Global team (deal structure, operational opportunities, content on attractive themes like Digital Transformation, Artificial Intelligence, references, etc.)
- Be a voice on behalf of our sales teams to corporate, aiming to continually improve and ensure successful outcomes for our most strategic customers
- Oversee team’s set of deal engagement; support the proactive prioritization of opportunities where we intend to build > $5M+ NNACV opportunities, track deal progression, and escalate risks/needs to senior leaders as needed
- Develop team talent through hands-on coaching, growth conversations, and support
- Represent ServiceNow in senior customer facing roles as executive sponsor, business strategist and negotiator
- Measure of success:
- Growth % of large & complex closed deals > $5M+ NNACV/$15M+ NNTCV
- Participation % of regional deal volume ($)
- Customer Feedback & NPS
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
(Founder & 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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