EMEA AVP, Customer Go-To-Market Leader

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

EMEA AVP, Customer Go-To-Market Leader

What you get to do in this role:

As the EMEA AVP, Customer Go-To-Market Leader you will be responsible for driving market success across ServiceNow’s Customer Workflow product suites.  Key focus areas will include driving the workflow growth strategy, expanding solution sales specialist capabilities and shaping cross-functional ecosystem activities to build pipeline and capture market opportunities.  You will support solution market development, demand generation, and field enablement for the Customer Workflow portfolio of capabilities.

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 global and product leadership to build & grow business, 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.

What you get to do as a Geo Workflow Sales Leader:

• Build GTM strategies and programs in partnership with WF/BU & cross-functional business partners including marketing, partner, digital sales, core field sales, solution specialists and solution consulting. 

• Creation of business development strategies in partnership with Geo leadership to build healthy pipeline coverage and drive growth & innovation.
• Own the multi-quarter business performance view, continuously track & monitor key metrics to ensure success, recommend course correction & success initiatives.
• Be the WF sales evangelist; actively represent the portfolio in large scale 1:Many customer and partner facing events and 1:1 executive briefing.
• Bridge market insights and intelligence to shape product pricing & packaging for GTM success. Inform the BU roadmap based on customer & market insights.
• Partner closely with Major Area-aligned solution sales specialist teams to help them adopt and execute WF strategies, programs, plays and activities.

• Be the GTM voice for the Workflow in GTM plans, business reviews and, in general, represent the workflow from a sales perspective.
• Foster and grow the workflow specialist community and culture; define enablement priorities, expand domain expertise, ensure competitive readiness.
• Provide expert consultation in long-range and annual planning efforts including growth objectives, prioritization, enablement needs, workflow specialist sales compensation approaches, and other sales critical success activities.
• Proactively collaborate with the GPC organization to develop GTM partners to deliver on workflow growth objectives.
• Develop Multi-Workflow strategies in partnership with Geo WF Leader peers and product leaders.

• Plan construction and targeting, co-ordination with marketing on required events.
• Creation of thought leadership content, in conjunction with BU and marketing.

• Providing enablement for scaling, in conjunction with Ops and Partner orgs; and
• Conducting an aggregation of forecasting at a global level.

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

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI’s potential impact on the function or industry. 
• 10+ years’ experience in sales, business development and GTM strategy

• Proven enterprise software sales experience in a large, global matrixed sales organization. Experience in a specialist sales organization preferred.
• Demonstrated success partnering with senior product leaders to build and grow businesses spanning a multi-BU product portfolio.
• Deep sales, market and product knowledge relating to the Customer Workflow business; selling solutions to scale customer operations and improve end-customer experience.
• Outstanding communication skills, ability to influence at all levels of the company.

• Experience developing and running sales programs and strategies from inception to completion.

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
• Superior knowledge and demonstrated skills of sales techniques, customer interaction, customers relations.
• Strong forecasting and reporting capabilities with solid understanding of key financial metrics, ROI assessment and market insights analysis for near-term and long-term health of the business.
• A proven and consistent track record 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
• International experience is a plus.

• Strong fluency in English is required; additional languages are a plus. 

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

Equal Opportunity Employer

ServiceNow is an equal 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. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements. 

Accommodations

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance. 

Export Control Regulations

For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities. 

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