Assistant Vice President of Global Business Services GTM, ServiceNow
$260.1-305.9k
Salary applicable to New York based applicants only
Cloud-based digital workflows for enterprises
Job no longer available
Cloud-based digital workflows for enterprises
1001+ employees
Job no longer available
$260.1-305.9k
Salary applicable to New York based applicants only
1001+ employees
Company mission
To transform IT to revolutionise the enterprise.
Role
Who you are
- 15+ years experience in sales, business development and GTM strategy
- Deep sales, market and product knowledge relating to Global Business Services, with proven enterprise software sales experience in a large, global matrixed sales organization
- Demonstrated success partnering with senior product leaders to build and grow businesses spanning a multi-BU product portfolio
- Outstanding communication skills, ability to influence at all levels of the company
- 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
- Experience attracting, retaining, and developing high performing, high potential talent through assessing, selecting, onboarding, coaching, and developing
- Superior knowledge and demonstrated skills of sales techniques, customer interaction, customer relations
- Strong understanding of key financial metrics, ROI (Return on Investment) assessment and market insights analysis for near-term and long-term health of the business
- A proven and consistent record of accomplishment 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
- Global role or international experience is a plus
- The ideal candidate is a proven sales leader, expert at partnering with product leadership to build & grow businesses, 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
What the job involves
- The GBS Leader will partner cross-functionally to accelerate our GTM within this rapidly growing space. Key focus areas will include crafting the GBS GTM strategy, evangelizing the ServiceNow platform, upleveling field capacity to sell to GBS buyers, and shaping cross-functional ecosystem activities to build pipeline and capture market opportunities
- They will oversee a small global team of Business Development Managers with deep domain expertise
- In addition, they will support solution market development, demand generation, pipeline maturity and lend expertise to our most critical GBS engagements
- This leadership position comes with the opportunity to play a pivotal role in growing the business and driving lasting impact for the organization
- Build integrated and unified GTM strategies in partnership with workflow/business unit & cross-functional business partners including marketing, Strategic Accounts, partner, geo-aligned solution sales, core field sales and others
- Shape an integrated and unified GTM strategy
- Manage, lead, and inspire a small, geographically dispersed team of business development managers to accelerate the business and drive GTM success
- Own the multi-quarter business performance view, continuously track & monitor key metrics to ensure success, recommend course correction & success initiatives
- Be the GBS sales evangelist; actively represent the portfolio in large scale 1:Many customer and partner facing events and 1:1 executive briefing
- Build ServiceNow’s brand and market presence in the GBS space
- Bring deep domain expertise to help win top GBS deals
- Bridge market insights and intelligence to shape product pricing & packaging for GTM success
- Inform the BU (Business Units) roadmap based on customer & market insights
- Partner with Marketing to tune customer and field collateral to empower the success of our field sales teams
- Provide guidance on target account selection and prioritization
- Partner closely with geo-aligned solution sales specialist and core sales teams to help them execute GBS plays and activities
- Be the GTM voice in business reviews and, in general, represent GBS from a sales perspective
- Facilitate best practice sharing between field teams and support a strong virtual community of interest around GBS
- Provide expert consultation in long-range and annual planning efforts including growth objectives, prioritization, enablement needs, and other sales critical success activities
- Proactively collaborate with the Global Partners and Channels organization to develop GTM partners to deliver and deploy GBS solutions
- Define GBS enablement priorities, expand field domain expertise, ensure competitive readiness
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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