AVP, Manufacturing West

Company Description
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.
Job Description
What you get to do in this role:
We are looking for a proven and experienced senior sales leader to be responsible for leading the Manufacturing sales organization in the Western United States. This second-line leader will implement and execute growth plans to create demand in the market while leading, developing, and managing a team of field-based sales account teams, including a matrixed Business Unit Solution Sales model. The sales leader will be focused on over-achieving with strong management skills and a consistent track record of exceeding quota in a fast-paced sales environment. They will have a high level of integrity, coaching acumen, strong executive presence and communication skills, and a passion for leadership and winning.

• Develop, communicate, and execute on a plan to grow the strategic accounts business
• Work cross functionally with industry matrix teams to develop industry specific GTM strategies in support of strategic customers
• Manage and lead a team of Sales Directors (1st line), and Account Executives
• Collaborate with business partners across Solutions Consulting, Field Marketing, Customer Success/Impact, Professional Services and Alliance and Channels to ensure alignment on go-to-market strategy
• Leverage a matrixed sales structure that incorporates Solution Sales teams as an extension of the Field Sales teams
• Manage your team talent development and consistent recruiting practices
• 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
• Manage accurate forecasting and communications
• Drive customer success and value realization practices across your area

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

• 5+ years' experience managing a team of 1st line managers and field-based sales representatives in a matrixed sales environment in the enterprise software space overseeing significant strategic accounts
• A growth mindset
• Strong experience managing multi-tiered customer relationships; demonstrated ability to coach and mentor
• A consistent track record of meeting and exceeding team quotas
• Experience attracting, retaining, and developing high performing, high potential talent through assessing, selecting, onboarding, coaching, and developing
• A track record of managing a growing team in different geographical locations
• Superior knowledge and demonstrated skills of sales techniques, customer interaction, and customer relations
• Strong forecasting and reporting capabilities
• A proven and consistent track record selling to enterprise level customers and established relationship at the C-suite level
• Strong organization, communication, teamwork, presentation, problem solving and time management skills
• Experience inspiring the team to follow defined best practices
• The ability to navigate and collaborate through complex opportunities
• A competitive, can do, optimistic, realistic attitude, strong work ethic, humility and excellent team building communication and listening skills
• Bachelor's Degree or equivalent

JV20
Not sure if you meet every qualification? We still encourage you to apply! We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candidate!
For positions in this location, we offer a base pay of $185,450 - $305,950, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.
Additional Information
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. Learn more here .
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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