Ams Solution Sales And Gtm Director

Summary

Join ServiceNow as the AMS Solution Sales and GTM Director-Operational Technology, spearheading market success for the Operational Technology Business. You will drive growth strategy, enhance solution sales capabilities, and orchestrate cross-functional efforts to build a robust sales pipeline. As a seasoned sales executive, you'll partner with various teams, including sales, product, marketing, and partners. This role demands a proven track record in sales and GTM leadership, strong collaboration skills, and deep product and market knowledge. You will be responsible for developing and executing growth strategies, managing specialist sales communities, and providing market insights. The position offers the opportunity to significantly impact the organization's growth.

Requirements

• 10+ years' experience in Operational technology sales, business development, and GTM strategy
• Proven enterprise software sales experience in a large, global, matrixed sales organization, with specialist sales experience preferred
• Demonstrated success partnering with senior product leaders to build and grow businesses
• Expert sales, industry and product knowledge related to the Operational Technology business
• Excellent communication skills with the ability to influence at all levels
• Experience presenting to large internal and external audiences, including customer and partner events
• Strong understanding of customer buying preferences, market dynamics, and key drivers to craft effective sales GTM strategies
• Consistent track record of meeting and exceeding team quotas
• Strong knowledge of sales techniques, customer interaction, and customer relations
• Proficient in forecasting, financial metrics, ROI assessment, and market insights analysis
• Proven track record of selling to large enterprise-level customers and established relationships at the C-suite level
• Strong organizational, communication, teamwork, presentation, problem-solving, and time management skills
• Experience in inspiring global, matrixed teams to follow best practices
• Self-starter with a collaborative "win as a team" approach

Responsibilities

• Develop and maintain strong relationships with key accounts, priority customers, partners, and the industry at large. Align as Executive Sponsor on key accounts. Meet Revenue targets
• Apply a business owner mindset to build and execute growth strategies in partnership with product, sales & cross-functional business partners to establish ServiceNOW as the leader in the OT space
• Partner with global cross-functional teams to drive growth priorities, including demand generation, sales play construction, customer events and help geo-aligned solution sales specialist teams to ensure effective adoption and execution of strategies, plays, and activities
• Earn trusted advisor status across the organization & externally through deep domain expertise and innovative thinking. Represent the Workflow in global forecast calls, quarterly product reviews, acquisition considerations, and various GTM planning activities from a sales perspective
• Analyze the business to support proactive strategy development, opportunity discovery, and get-well initiatives. Bridge market insights and intelligence to shape product pricing and packaging for GTM success; lead the field in providing product feedback and to inform the business unit roadmap
• Manage, foster and expand the specialist sales community and culture, define enablement priorities, and ensure competitive readiness for your business
• Provide industry expertise and consultation for long-range and annual planning efforts, including growth objectives, prioritization, enablement needs, demand gen, sales incubation approaches, and other critical sales activities
• Lead and inspire a geographically dispersed, x-functional team dedicated to workflow GTM success and delivering on revenue targets
• Actively represent the portfolio in customer and partner-facing events, as well as executive briefings
• Collaborate with the ACE organization to develop GTM partners for workflow growth objectives
• Work in partnership with Global WF Leaders and BU GTM peers to develop multi-workflow strategies
• Create and execute strategies for building a healthy pipeline, driving growth, and fostering innovation

Preferred Qualifications

Global role or international experience is a plus

Benefits

Work Personas (flexible, remote, or required in office)