Global Head, IT (CIO) Technical GTM

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As the Global Head of IT (CIO) Technical GTM, you will define and drive the technical go-to-market strategy for ServiceNow’s Technology Workflows (TWF) portfolio: ITSM, ITOM, AM (Asset Management), PM (Portfolio Management), and the AI capabilities integrated into them. You will own how Solution Consulting worldwide wins the technical decision in CIO-persona deals. 

You will be the connective tissue between the TWF business units, Geo Solution Consulting leaders, and Specialist Solution Consulting leaders across the globe. You will make sure every technical narrative, demo, POC framework, and training is consistent globally, adapted where regions need it, and evolving continuously as the market, competitors, and monthly release cycles move. 

Key responsibilities 

• Lead the global technical GTM strategy for the TWF portfolio. That includes positioning, technical win playbook, reference architectures, and proof standards for the CIO buyer. 
• Own the global TWF tech win playbook including repeatable first- and second-call demos and a consistent framework for customer POVs and enable Field SCs.  
• Partner with and support the Global Head CIO Solutions GTM and their broader IT GTM strategy. Lead key customer engagements at EBCs and key customer and partner events (SKO, Knowledge, WFs, AI Summits etc.)  
• Translate TWF roadmaps, monthly releases, and AI Native packaging into field-ready technical positioning, competitive differentiation, and objection handling ahead of launch. Provide customer and field SC feedback back to the BU.  
• Serve as the global technical voice for TWF with CIOs, CTOs, architects, customers, partners, and the SC community, shaping thought leadership around Autonomous IT and the future of technology workflows. 
• Partner with Geo and Specialist SC leaders to align the technical GTM with regional priorities and deal execution, and with the TWF BUs, CIO Solutions GTM, and Product Solution Marketing to stay in lockstep with CIO sales plays. 
• Drive global consistency in how SCs run technical evaluations across AMS, EMEA, APAC, and Japan, while incorporating regional, industry, and language needs. Work with Geo SC leaders to roll out programs and measure adoption in each region. 
• Build a continuous improvement engine around the tech win. Use win/loss, deal review, and POC data to refine assets, methods, and training, and feed product gaps back to the BUs. 
• Define and track global tech win metrics, such as tech win rate, time to tech win, POC conversion, and SC readiness. 
• Engage directly in strategic TWF deals as a senior technical advisor, including executive briefings, architecture sessions, and POC strategy. Use what you learn in those deals to sharpen the playbook. 
• Build a world-class TWF SC community across Geo and Specialist teams through certification paths, practice and coaching programs, and shared best practices from top-performing SCs. 

• 12+ years in Solution Consulting, Presales, or Technical GTM including at least 5 years leading teams or programs across multiple regions. 
• A proven track record of defining technical GTM strategy and measurably improving tech win rates, sales cycle time, or SC productivity. 
• Deep expertise across the ServiceNow TWF portfolio. Specifically: ITSM and ITOM (Discovery, Service Mapping, CMDB, Event Management, and AIOps), plus working knowledge of AM (SAM and HAM) and SPM. 
• Familiarity with Now Assist, AI Agents, and Workflow Data Fabric as they apply to IT workflows. 
• Experience building repeatable demo, POC, and enablement programs at global scale. 
• Strong analytical skills, including using win/loss and deal data to drive decisions and continuous improvement. 
• Experience engaging and influencing CIO-level and senior IT stakeholders in customer and internal executive settings. 
• Comfort operating in a matrix across BUs, product, marketing, and Geo and Specialist SC leadership, with a track record of driving alignment without direct authority. 
• Strong communication and storytelling skills, with the ability to turn complex technical capabilities into clear outcome narratives for the CIO buyer. 
• ServiceNow certifications (CMA, CSA, CIS-ITSM, CIS-Discovery, CIS-SM, and similar) are strongly preferred. 
• Experience in SaaS or enterprise technology is required. 

For positions in this location, we offer a base pay of $230,090 - $379,680, 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.

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, religion, sex, sexual orientation, national origin, age, disability, gender identity,  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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