Sr. Director, Head Top Accounts, Strategic Go-To-Market AMS at ServiceNow

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Head Top Accounts, Strategic Go-To-Market AMS

Reports to: VP, Global GTM Top Accounts

Location: Major US City

Company

ServiceNow makes work, work better for people. Our cloud-based platform and products streamline and simplify how work gets done. We are the fastest growing enterprise cloud software company in the world and have been recognized by Forbes as the #1 most innovative company (https://bit.ly/2LYJzRE). For us, this is just the start.

Today, every enterprise is becoming a technology company, creating unprecedented challenges, opportunities, and complexity. ServiceNow lets them run smarter, faster, better. And it helps people spend their time on work that’s meaningful, not menial.

 

We’re disruptive. We work hard but try not to take ourselves too seriously. We are highly adaptable and constantly evolving. We are passionate about our product, and we live for our customers. We have high expectations and a career at ServiceNow means challenging yourself to always be better.

 

The GTM Team

The Global Go-to-Market organization is a newly created function combining our Value Management, Inspire, Industry Solutions, Industry Go-to-Market and Top Accounts teams under a single umbrella.  Our organization delivers world class programs and services to our quota-carrying field sales organization and to our end customers and prospects.  We understand industries, our customer’s strategy and desired business outcomes and define industry relevant solutions that deliver demonstrative customer value.

We help deliver an innovative customer engagement experience via our Now Value framework, at-scale leveraging best practices and thought leadership culled from our experts and from system data from thousands of customers who leverage the Now Platform for digital transformation.

 

Top Accounts Team

The Go to Market (GTM) Top Accounts Team provides programmatic support to our high potential accounts, providing a geographically aligned engagement with account teams to ensure the success of our largest and most strategic clients. As part of the GTM team of Industry and Value, the team provides a connective tissue to the field and extended teams.


Role: Head GTM Top Accounts AMS

We are looking for a proven, strategic driver to lead a GTM Top Accounts team that will expand on sales strategy and execution and be the connective tissue across the field and extended partners. Leader will ensure team effectively delivers on three key areas of support including:

  • Implement and execute “Dream Big Engagements” to drive systematic, front-to-back approach for creating large strategic opportunities and building long-term customer relevance
  • Run “NowValue Business Reviews’ as quarterly account reviews with c-suite to showcase value realized, highlight value optimization opportunities and discuss future growth
  • Lead Industry Advisory Boards as twice annual industry forums for customers to network, gain access to executives and thought leaders, and influence product strategy
  • The leader will leverage strong management skills to overachieve in a fast-paced sales environment.  They will be a strategic, analytical thinker and know how to leverage data to make decisions and execute on stretching growth plans.  They will have a high level of integrity, coaching acumen, strong Executive Presence and communication skills, and a passion for leading and winning.


What you get to do in this role:

  • Coach and develop a team of top account strategists
  • Lead team to provide strategic services to sales and customers to increase annual contract value and expand ongoing pipeline
  • Develop, communicate and execute on a multi-year plan to grow business
  • Work cross functionally with industry, value and advisory matrix teams to develop industry specific GTM strategies
  • Cross-functional collaboration to align on go-to-market strategy: GTM, Solution Sales, Solutions Consulting, Field Marketing, Customer Success, Professional Services and Alliance and Channels
  • Be a trusted advisor and leader who sets a high-bar, leading from the front
  • Establish and nurture relationships at the highest levels of organizations
  • Demonstrate thought leadership to drive innovative customer engagement
  • Work closely with senior sales leadership, including Global EVPs, Geo leads and P4
  • Help develop and improve Strategy Decks/Account Plans and JPPs


Skills / Qualifications:

  • 10-15+ years of experience in executive level strategic planning, global program execution, and people leadership
  • Experience in field sales/sales management or consulting in a matrixed and complex sales environment with a focus on aligning to company initiatives
  • A competitive, can do, optimistic, realistic attitude, strong work ethic, humility and excellent team building communication and listening skills
  • Strategic consultative mindset, understand business and people change, can engage with depth and breadth at C-Level, A growth mindset
  • Strong C-Suite Consultative approach
  • High Emotional Intelligence
  • Strong interpersonal skills to coach and develop future state behaviours
  • Strong experience influencing multi-tiered customer relationships and C-Suite influencers
  • Experience attracting, retaining, and developing high performing, high potential talent
  • Superior knowledge and demonstrated skills in sales techniques, customer interaction, customers relations
  • A proven track record engaging enterprise level customers and established relationships at the C-suite level
  • Strong organization, communication, teamwork, presentation, problem solving and time management skills
  • The ability to navigate and collaborate through complex account and team structures
  • Confident to debate like you’re right but humble enough to listen like you’re wrong
  • Good clock speed with an ability to consume, digest and respond to data

We provide competitive compensation, generous benefits and a professional atmosphere. This is a very collaborative and inclusive work environment where individuals strong on aptitude and attitude will have an opportunity to grow their professional careers through working with some of the most advanced technology and talented developers in the business. 

 

 

ServiceNow is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, or veteran status. 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 [email protected] for assistance.

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Technology we use

  • Engineering
    • JavaLanguages
    • JavascriptLanguages
    • PythonLanguages
    • SqlLanguages
    • jQueryLibraries
    • jQuery UILibraries
    • ReactLibraries
    • AngularJSFrameworks
    • HadoopFrameworks
    • Node.jsFrameworks
    • Ruby on RailsFrameworks
    • HBaseDatabases
    • Maria DBDatabases
    • MySQLDatabases
    • OracleDatabases

Location

We’re on the edge of Lake Washington at Carillon Point in Kirkland. Right now, we're physically distanced but trying to stay socially connected!

An Insider's view of ServiceNow

What’s the vibe like in the office?

When I walk into a room, I don't feel different than any of my colleagues there. I’m free to express my opinions. Whatever I bring to the table, I'm free put it out there.

Ashita

Sr. Manager, Platform UX Engineering

What does your typical day look like?

It’s a good place to be in, in that it’s a company that’s growing very fast, but it doesn’t have that big company feel. You don’t feel like a number in a system and you can articulate and know where you want to go. There are people here who can help you get there.

Christian

Sr. Partner Development Executive

What are some things you learned at the company?

When a VP told me that an opportunity had opened up on the customer support engineering team, I decided to leave the beaches of San Diego, California behind. I had expressed to my manager that I want to be a CIO or an executive and this opportunity brought me leadership training as well as international business experience.

Marie

Senior Director, Technical Support Management

What is your vision for the company?

Amazing products that create great employee and customer experiences and make work, work better, is our passion.

CJ

Chief product officer

What’s the vibe like in the office?

This is an idea space. It’s a place where we’re all operating on the same wavelength. We’re all interested in what we’re working on. And you hear it in people’s voices. You see it in people’s work. Everybody wants to be here. Everybody wants to work on these problems.

Juan

Software Developer

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
Through our #GivingAtNow program, our Kirkland offices schedules volunteer opportunities throughout the year.
Partners with Nonprofits
Friends outside of work
Eat lunch together
Intracompany committees
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Diversity
Documented equal pay policy
Dedicated Diversity/Inclusion Staff
Unconscious bias training
Diversity manifesto
Someone's primary function is managing the company’s diversity and inclusion initiatives
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 Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Wellness Programs
Onsite Gym
Mental Health Benefits
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Company Equity
Employee Stock Purchase Plan
Purchase company stock at a 15% discount semi-annually
Performance Bonus
Match charitable contributions
Child Care & Parental Leave Benefits
Child Care Benefits
Generous Parental Leave
Flexible Work Schedule
Remote Work Program
Work remotely on occasion as needed.
Family Medical Leave
Adoption Assistance
Company sponsored family events
Vacation & Time Off Benefits
Unlimited Vacation Policy
Generous PTO
ServiceNow offers unlimited paid vacation time starting at Day 1.
Paid Volunteer Time
Paid Holidays
Paid Sick Days
Perks & Discounts
Beer on Tap
On-site!
Casual Dress
Commuter Benefits
Pre-tax contribution plan for commuter expenses.
Company Outings
Site social activities periodically
Stocked Kitchen
Some Meals Provided
Lunch provided every Friday!
Happy Hours
Steps away from awesome restaurants and bars.
Parking
Free parking
Pet Friendly
Relocation Assistance
Home Office Stipend for Remote Employees
Professional Development Benefits
Job Training & Conferences
LinkedIn Learning access, numerous internal training programs, conference attendance options.
Tuition Reimbursement
Up to $5,250 reimbursed annually for qualified expenses
Diversity Program
Lunch and learns
Cross functional training encouraged
Promote from within
Continuing Education stipend
Online course subscriptions available
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