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Global Solution Sales Leader - Operational Technology (Remote)

| San Francisco, CA, USA +80 more | Remote | Hybrid
Employer Provided Salary: $185,450-$305,950 Annually
Salary data is provided by the employer. Please note this is not a guarantee of compensation.
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Company Description
At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can't wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you.
With more than 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be one of FORTUNE 100 Best Companies to Work For® and World's Most Admired Companies™.
Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.
Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.
Job Description
Solution Sales is on a journey to innovate across ServiceNow's go-to-market (GTM), delight our customers, and fuel our unparalleled climb to $16B. We're moving fast, and with this rapid scale and dynamic growth we're hiring a Senior Director, Operation Technology to build a GTM, unlock new market opportunities, and drive growth.
We are looking for a highly skilled and motivated global sales leader to help build and scale our Operational Technology business. This leader must be a self-starter with a consistent track record of exceeding quota in a fast-paced sales environment. They will have superb leadership skills, high level of integrity, coaching acumen, strong executive presence and communication skills, and a passion for winning as a team.
This leadership position comes with the opportunity to play a pivotal role in growing a high profile, strategic business and driving lasting impact for the organization. The ideal candidate is a proven software sales leader, relationship builder, and an intellectually curious individual who can develop trust with key leaders and stakeholders across the organization. The candidate must be able to combine market domain expertise with sales execution excellence to drive action and deliver results.
This leader will exemplify the "Hungry and Humble" ServiceNow mantra to extend the reach and influence of Solution Sales.
What you get to do in this role:

  • Lead and manage a global team of OT Solution Sales specialists to drive the GTM, capture new markets and maximize NNACV.
  • Build and execute the OT sales incubation & growth strategy
  • Achieve key KPIs of bookings to plan, pipeline creation, recruit to plan and talent development.
  • Establish & drive sales incubation best practices across the organization including reference accounts, demand gen activities, repeatable sales plays, enablement, partner activation.
  • Be a trusted advisor and leader across the organization.
  • Engage directly with customers at C-level to champion large deals and ensure success.
  • Manage accurate forecasting, business performance plans and communications.
  • Leverage a matrixed sales structure and partner closely with other specialist sales teams, core sales team, Solution Consulting team, ACE, Marketing, Industry and Product teams to build the OT community, scale domain expertise across the company and accelerate growth.
  • Bridge market insights and intelligence to shape product pricing & packaging for GTM success. Inform the BU roadmap based on customer & market insights.


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

  • 10+ years experience managing a direct field or specialist enterprise software sales team; specialist sales experience is a plus and global experience strongly preferred.
  • Deep domain expertise selling Operational Technology solutions
  • Proven track record selling to Operational Technology and LOB stakeholders
  • Sales management experience in large, global software companies (2,000+ employees); skilled at operating in a matrixed sales environment.
  • Strong experience managing multi-tiered customer relationships, selling to large customers and establishing relationships at the C-suite level.
  • 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 growing.
  • Demonstrated ability to coach and mentor sales talent.
  • Superior knowledge and demonstrated skills of sales techniques, customer interaction, customer relations.
  • Strong forecasting and business performance insights & reporting capabilities.
  • Strong organization, communication, teamwork, presentation, problem solving and time management skills.
  • The ability to navigate and collaborate through complex opportunities.
  • A winning, can do attitude, strong work ethic, humility and excellent team building communication and listening skills.
  • The willingness and ability to travel 50% of the time.


For positions in the Bay Area, 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 (subject to eligibility requirements). Compensation is based on the geographic location in which the role is located, and is subject to change based on work location.
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.
At ServiceNow, we lead with flexibility and trust in our distributed world of work. Click here to learn about our work personas: flexible, remote and required-in-office.
If you 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.
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.
Please Note: Fraudulent job postings/job scams are increasingly common. Click here to learn what to watch out for and how to protect yourself. All genuine ServiceNow job postings can be found through the ServiceNow Careers site .
From Fortune. © 2022 Fortune Media IP Limited All rights reserved. Used under license.
Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of, ServiceNow.

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Technology we use

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

An Insider's view of ServiceNow

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

I’m so proud of the way ServiceNow has continued to evolve as an employer who takes care of their people. We have generous parental leave; benefits to support our physical, emotional, and financial wellbeing; an incredibly supportive community; and a culture of trust that manifests in how we work.

Jaime

Vice President and Global Head, Talent Brand

What does your typical day look like?

If I could clarify one thing about being an engineer, we're a lot more collaborative than people think. Engineers can be seen as always sitting by themselves in front of a computer in a dark room and code just streaming down it. However, we work closely with project managers and designers to create the best product for customers.

Viviana

Senior Machine Learning Engineer

How does the company support your career growth?

My experience with Launchpad was humbling and eye-opening. I connected with many other early career individuals and discussed imposter syndrome. Being able to voice that and not feel alone in that feeling, I was like, "Wow. I don't have to know everything." There's still room for me to grow, and there's grace there.

Alexander

Diversity and Inclusion Analyst

What is your vision for the company?

We want to create a place where people want to come to work every day and do what they enjoy–where they feel challenged, collaborate with colleagues around the globe, and know what they're doing matters. It is really humbling to work with so many hardworking individuals who also want to see each other succeed and who are building something great.

Pat

Chief Technology Officer

What’s the vibe like in the office?

ServiceNow has always been a place where we work really hard, but we play hard. We like each other, and I can honestly say that in 11 and a half years, I have never once had a single colleague say to me, “That's not my job.” Everyone jumps in and is supportive. I've never had that experience working for another company.

Suzanne

Principal Training and Adoption Lead

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
Partners with nonprofits
Open door policy
Open office floor plan
Employee resource groups
Employee awards
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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