Area Vice President of Sales, ServiceNow
Federal Civilian
$194.3-320.6k
+ Equity (when applicable), variable/incentive compensation and ESPP
Cloud-based digital workflows for enterprises
Job no longer available
Cloud-based digital workflows for enterprises
1001+ employees
Job no longer available
$194.3-320.6k
+ Equity (when applicable), variable/incentive compensation and ESPP
1001+ employees
Company mission
To transform IT to revolutionise the enterprise.
Role
Who you are
- 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
- 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 sales techniques, customer interaction, customers relations
- Strong forecasting and reporting capabilities
- A proven and consistent track record selling to large enterprise level customers and established relationship at the C-suite level
- 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
- The Area VP of Sales is a second line leader role focused on leading Healthcare, Science & Research verticals for the Federal Civilian business. In this role, the Area VP of Sales will manage and lead a team of (3) 1st line Regional Directors who have (8) individual contributors (Senior Account Executives) each reporting to them
- Develop and execute on Federal Civilian focused vertical and horizontal sales strategies pushing further into the lines of business and mission driven initiatives
- Continue to scale and grow market + revenue share by meeting and exceeding the assigned team quota, increasing enterprise-wide contracts, and landing strategic wins
- Recruit a team of specialized sellers to drive the NOW Platform into the Customer Service office and the cross functional teams that support customer engagement
- Empower and guide your team to build strategic account plans that focus on the longer-term joint success of its Customers and ServiceNow
- Partner with our Global Alliance and Channel organization to executive a sell to, with and through model
- Able to establish and nurture relationships at the highest levels of organizations; intentionally focused on customer outcomes and success
- Lead with a General Manager mindset leveraging a deep and wide support ecosystem as One Team
- Delivers sales excellence by establishing a rhythm of the business that orchestrates team synchronization, accurate forecasting, and clear priorities + communication on a daily basis
- Be deliberate in the development of the team’s growth, actively recruit top talent from Industry, and build winning teams
- A Servant leader who drives energy, clarity, and a growth mindset across the business; elevates those around the team!
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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