AVP, Global Business Services GTM

Found in: Resume Library US A2 - 1 week ago

New York County New York, United States ServiceNow Full time
Job Description

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 a Global Business Services GTM leader to capitalize on our opportunity to transform the world of work for customers who deploy Global Business Services.

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. 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. 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 you get to do as the GBS Sales Leader:

• 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.

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