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Director, Sales Effectiveness and Manager Development

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Company Description

ServiceNow is making the world of work, work better for people. Our cloud‑based platform and solutions deliver digital workflows that create great experiences and unlock productivity for employees and the enterprise. We're growing fast, innovating faster, and making an impact on our customers' and employees' lives in significant and important ways. With over 6,900 customers, we serve approximately 80% of the Fortune 500, and we're on the 2020 list of FORTUNE World's Most Admired Companies.®

We’re looking for people who are ready to jump right in and help us build on our incredible momentum, our diverse, engaged workforce, and our purpose to make the world of work, work better.

Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

Job Description

Director, Sales Effectiveness and Manager Development

As a critical member of ServiceNow’s Global Sales Enablement team and ServiceNow’s

growth strategy, the Director, Sales Effectiveness and Manager Development will act as

an integrating role between sales leadership, sales operations, marketing, regional and

global sales teams, and field enablement. This position is responsible for leading Sales

Enablement initiatives to increase sales productivity, optimize performance and help

field teams to understand how to maximize every customer engagement and help our

customers realize value.

This is a highly consultative and collaborative global role in which you will consult with

ServiceNow senior leadership teams to identify skill gaps, make enablement

recommendations, and lead an enablement team to build out programs.

This role will be responsible for a significant degree of cross functional collaboration

across the organization, including business units, sales, marketing, operations, and

regional teams. Through these engagements you and your team will collaborate to

develop plans to support the development, delivery, and assessment of enablement for

all ServiceNow sales (field) managers and selling roles (non-managers) in four key

areas:

1) Sales manager effectiveness:

2) Account hygiene, process and tools:

3) ValueSelling Framework ®(Our selling internal methodology)

4) Now Value Customer journey

The ideal candidate thrives in a fast-paced environment, is flexible and comfortable with

changing priorities, can distill large amounts of information into simple concepts and

can build effective working relationships cross-functionally. They will have experience

working at a leadership level within an enterprise level software, media, technology, or

other complex intangible sales organization. A deep knowledge of the end-to-end sales

lifecycle for a complex selling engagement is essential.

What You’ll do:

  • Lead, coach and provide direction to a team of Enablement Managers who create relevant, meaningful, and high-impact enablement materials, programs, and platforms for different personas within the sales organization.
  • Work with key stakeholders at the management/executive level to assess and understand skills and enablement needs, define options, and translate them into actionable and measurable program objectives and goals.
  • Assess existing programs, playbooks and sales effectiveness artifacts and determine necessary changes to optimize for ease of use, clarity of execution, and stickiness of learning and adoption.
  • Build out manager only guides, meetings or trainings in a box, manager huddles, workshops, and other deliverables to build first line manager engagement and discipline to drive the behaviors that the Global Sales Enablement organization.
  • Work with talent acquisition teams and HR to collaborate on leadership development programs that are aligned to the ServiceNow principles and existing people manager programs. Prioritize needs across multiple field functions and convert those needs into enablement programs that achieve measurable success.
  • Be aware of and align enablement to the shifts in ServiceNow’s strategy as well as external shifts e.g., industry and competition and what’s required to adapt to those changes and challenges. Director, Sales Effectiveness and Manager Development
  • Provide thought leadership and innovation to deliver enablement and programs in new and unique ways to improve time to market, learner time to productivity, and deliver customer scenario-based learning and assessments.
  • Represent the requirements and needs of field organizations while influencing the direction of training activities, content, and assessments.
  • Drive the successful execution of initiatives to ensure milestones and objectives are met while ensuring quality.
  • Work with the communications team to deliver effective program communications that inform, influence and drive adoption of enablement programs and deliverables.
  • Develop and manage detailed project or program plans that consider all requirements, constraints, resources, and deliverables associated with the defined objectives.
  • Effectively manage risk, partnering with colleagues to ensure the right decisions are made at the right time, appropriate communication occurs, and plans are intelligently adjusted to reflect necessary fluctuations in goals and requirements.
  • Leverage the change management team when necessary to ensure the successful adoption of broad and high impact strategic initiatives.


Qualifications

To be successful in this role you must have:

  • 15+ years in Sales Leadership or Sales Operations experience preferably in complex selling environments e.g., SAAS, digital media, or tech are a benefit for this role
  • Experience in sales enablement, leadership development or training is desirable.
  • An authentic commitment to diversity, challenging the status quo, holding others accountable, and making diversity and inclusion a priority.
  • Strong communication, critical thinking, and interpersonal skills.
  • Excellent presentations skills: ability to garner support for new ideas and initiatives.
  • A highly collaborative and unifying mindset that allows you to partner across of multiple groups, establish and build close working relationships.
  • Influencing skills.
  • Strategic and tactical skills needed to both define the vision and clear outcomes upfront as well as stay on track with milestones and project plans.
  • Expert project /program manager
  • Strong understanding of the day-to-day life of sales, including the stages of the sales process, buyer personas and tools that help reps be effective in their roles.
  • Strong aptitude for learning new technologies and leveraging tools of the trade, such as new training methods and practices


Additional Information

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.

If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at +1 (408) 501-8550, or [email protected] for assistance.

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


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Technology we use

  • Engineering
    • JavaLanguages
    • JavascriptLanguages
    • ReactLibraries
    • Node.jsFrameworks
    • MariaDBDatabases
    • MongoDBDatabases
    • MySQLDatabases
    • PostgreSQLDatabases

Location

4400 Carillon Point, Floor 4, Kirkland, WA 98033

An Insider's view of ServiceNow

How would you describe the company’s work-life balance?

I am a working mom, and I appreciate the privilege of being able to work from home when I need to adjust my hours. I could be offline for two hours in the middle of the day because there's a school event for my kids. To be able to do so without the pressure of, "Oh my goodness! Now it's going to make me look bad," I don't take that for granted.

Kurdin

Manager, Strategy & Operations

What does your typical day look like?

I work in global cloud services and constantly collaborate with people–every day is different. I could be working on product design, collaborating with folks in other organizations, driving decisions, assessing technology, and talking with customers.

Bill

Distinguished Systems Architect

What does career growth look like on your team?

Since joining ServiceNow, I've built out my leadership team, and 60% are women. My goal for my team is to create opportunities and a platform to showcase the incredible impact that they're having on the business, whether that's having them lead a critical initiative with cross-functional visibility or present during a C-suite meeting.

Vanessa

President, ServiceNow.org

How do your team's ideas influence the company's direction?

In this expanding hybrid world, people conduct millions of transactions on a regular basis, creating more data and processes to manage. So, continuing to offer new solutions, while scaling to the expectations of the modern world, is a challenge we are excited to take on. We are driving new levels of productivity, automation, and innovation.

Pat

Chief Technology Officer

What are some things you learned at the company?

Sometimes, we feel a little self-conscious. We may feel intimated or too shy to share our points of view. But in order to make an impact, we need to be able to trust our voice.

Ying

Director, Product Design

What are ServiceNow Perks + Benefits

ServiceNow Benefits Overview

We make work better for people—including our own. From work environments that help us do our best work, to benefits and a culture that encourage employees to stay healthy, happy, engaged, and growing, we keep our people at the center of everything we do.

Culture
Volunteer in local community
Open door policy
Open office floor plan
Flexible work schedule
Remote work program
Diversity
Documented equal pay policy
Dedicated diversity and inclusion staff
Mandated unconscious bias training
Diversity manifesto
Mean gender pay gap below 10%
Diversity employee resource groups
Hiring practices that promote diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability insurance
Dental insurance
Vision insurance
Health insurance
Life insurance
Wellness programs
Financial & Retirement
401(K)
401(K) matching
Company equity
Employee stock purchase plan
Performance bonus
Charitable contribution matching
Child Care & Parental Leave Benefits
Childcare benefits
Generous parental leave
Family medical leave
Adoption Assistance
Vacation & Time Off Benefits
Unlimited vacation policy
Generous PTO
Paid volunteer time
Paid holidays
Paid sick days
Office Perks
Commuter benefits
Company-sponsored outings
Free snacks and drinks
Company-sponsored happy hours
Onsite office parking
Onsite gym
Professional Development Benefits
Tuition reimbursement
Lunch and learns
Promote from within
Mentorship program
Online course subscriptions available

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