Head of Telecom, Media & Tech Industry GTM - Japan

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
The position Head of Telecom, Media & Tech (TMT) Industry GTM - Japan is a key leadership role driving ServiceNow's industry-first transformation in the Japan market. The position is responsible for shaping and executing an integrated go-to-market strategy for the TMT industry verticals across strategic Japanese accounts, unlocking net new growth and accelerating platform adoption through tailored, solution-led engagements.
This leader brings a distinctive combination of experience across the Telecom, Media and Tech sectors in Japan, deep understanding of customer and operational workflows, and enterprise software knowledge. The ideal candidate has worked closely with strategic customers and executive stakeholders and understands how operational transformation can fundamentally elevate customer and employee experiences. Equally comfortable crafting long-term strategies and rolling up their sleeves for customer engagements, this individual thrives in a high-growth, fast-paced environment and embraces the complexity of working in a highly matrixed, global business.
A typical day spans aligning with regional sales and pre-sales leaders, co-creating customer solutions rooted in real TMT pain points, driving localized enablement, and delivering visionary thought leadership. This role requires the ability to translate global strategy into actionable Japan-specific programs while championing ServiceNow's position as a trusted digital transformation platform for the TMT sector.
Core KPIs include: NNACV growth, solution-based pipeline development, win rate improvement, executive engagement quality.
What you'll do:

• Serve as ServiceNow's face of Telecom, Media & Tech in Japan, representing the company in customer executive engagements, regional marquee events, and industry forums with localized thought leadership and impact stories.
• Partner closely with regional and global sales leaders to drive NNACV growth through strategic account planning, prioritization of TMT opportunities, and field execution.
• Own the development and execution of a multi-year Japan-specific GTM strategy for TMT, aligned with global vertical goals and tailored to local market needs.
• Shape and localize a set of priority industry solutions and value propositions for the Japanese TMT market-including use cases, demo flows, positioning, and success stories.
• Actively engage in the development and progression of strategic deals as a trusted industry advisor in close collaboration with AEs, SCs, and solution specialists.
• Identify, engage and co-develop market-specific partnerships and ecosystem strategies, ensuring joint go-to-market execution and mutual success.
• Champion TMT transformation stories across Japan in collaboration with Customer Advocacy, Marketing, and Comms, contributing to ServiceNow's brand as an innovation leader.
• Monitor TMT business performance in Japan, analyzing trends, pipeline quality, and solution impact to drive actions and mitigate risks.
• Collaborate across global and regional industry pods to share insights, develop best practices, and drive consistency in GTM approaches for TMT.
• Coordinate cross-functional alignment with Sales, Product, Marketing, Enablement, Alliances, and Customer Success teams to deliver scalable execution and strategic outcomes in Japan.

Qualifications

• Must be already authorized to work in Japan
• Must be fluent in Japanese and English
• 10+ years of leadership experience in the Telecom, Media & Tech industry in Japan, with proven success in developing and delivering on multi-year growth.
• Several years of enterprise software or technology experience, either serving TMT customers in a bus dev or consulting capability, or TMT relevant software solutions as the business leader; preference for exposure to customer service, order management, and service assurance processes and technologies.
• 3+ years in strategic consulting or in industry strategy role (top tier consulting firms preferred), with an emphasis on designing and driving transformational change for Media & Entertainment customers
• Deep understanding of the business and operational priorities of Japanese TMT service providers and the digital workflow transformation opportunities in this market.
• Proven success in strategic customer engagement, with strong executive presence and the ability to shape transformation agendas with CXO-level stakeholders.
• Track record of leading or supporting enterprise software GTM initiatives, including sales enablement, content creation, and industry campaign execution.
• Ability to develop trusted advisor relationships with sales teams and act as a force multiplier for field engagement and pipeline development.
• Strong analytical and storytelling skills; able to craft strategic, data-backed recommendations and communicate them clearly to multiple audiences.
• Demonstrated ability to work effectively in a matrixed, high-growth organization and lead cross-functional initiatives.
• Bachelor's degree required; MBA or advanced degree in Business, Technology, or related field preferred.
• Fluent Japanese and English required.
• Willingness to travel up to 30% of the time (primarily Japan, some international travel maybe required)

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 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, 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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