Business Development Manager

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Reports to AVP, Global Business Services GTM 

Solution Sales is on a journey to innovate across ServiceNow’s go-to-market (GTM), delight our customers, and fuel our unparalleled climb to $16B. We are moving fast, and with this rapid scale and dynamic growth we are hiring Global Business Services Business Development Managers (BDMs) to capitalize on our opportunity to transform the world of work for customers who deploy Global Business Services (GBS).  

ServiceNow offers an unparalleled solution set for GBS, bringing together IT, HR, Supply Chain, Finance/ERP and Customer Service offerings within a unified and integrated platform.  GBS BDMs 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 work as part of a small global team of BDMs 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 position comes with the opportunity to play a pivotal role in growing the business and driving lasting impact for the organization. The ideal candidate is a proven seller, expert at partnering with field teams, a 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.  

In this role, you will drive cross-functional collaboration to execute strategic initiatives and contribute to our continued growth, help uplevel the GBS proficiencies of the core team and engage with key pursuits and Accounts. This role requires a seasoned professional with sales leadership, business development, strategy and operations expertise.  

What you get to do as a GBS BDM: 

• 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. 

• Contribute as part of 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 a GBS sales evangelist; actively represent the portfolio in large scale 1:Many customer and partner facing events and 1:1 executive briefings.  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 Unit) 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 specialists and core sales teams to help them execute GBS plays and activities. 

• Facilitate best practice sharing between field teams and support a strong virtual community of interest around GBS. 

• 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, uplevel competitive readiness.  

To be successful in this role, we need someone who has: 

• Current location in the East United States

• 10+ 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.  

• 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.  

• 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 

• Willingness to travel 30-50% of the time. 

ServiceNow is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status or any other category protected by law.

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