Senior Specialist, Customer Marketing Sourcing and Qualification

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 Senior Specialist, Customer Marketing Sourcing & Qualification plays a critical role in identifying, evaluating, and prioritizing potential customer advocates for the Customer Marketing team. This position involves collaborating with various internal teams, such as Sales, Customer Success, Product Management and Product Marketing to source and qualify customer stories that showcase the value and impact of ServiceNow's solutions. The Sr. Specialist will develop and execute strategies to maintain a robust pipeline of customer advocates for the storytelling and reference programs and ensure alignment with ServiceNow's marketing objectives.
Key Responsibilities

• Proactively identify customer advocates across various industries, regions, and solution areas.
• Stakeholder Collaboration: Partner with internal teams across sales, product management and marketing to gather insights and referrals for potential customer advocates.
• Qualification and Prioritization: Meet with sales teams to gather details and document the customer's story. Evaluate and prioritize stories based on their relevance, impact, and alignment with ServiceNow's marketing goals.
• Pipeline Management: Document and maintain a well-organized and up-to-date pipeline of qualified customer advocates, enabling the team to develop a steady stream of the most impactful success stories.
• Sales Relationship Building/Nurturing: Cultivate relationships with account teams of potential advocates to educate them about the Customer Marketing program and garner their support with securing advocates.

Detailed Responsibilities
Sourcing Strategy:

• Develop and execute a comprehensive sourcing strategy to identify potential customer advocates.
• Utilize various channels, such as internal referrals, customer events, marketing activities and online research to discover compelling customer stories.

Qualification Criteria:

• Establish clear qualification criteria to evaluate the suitability of potential customer advocates.
• Assess factors such as the customer's industry, use case, business impact, and willingness to participate.

Story Information Gathering:

• Conduct in-depth interviews with internal sales and customer success teams to uncover details of a customer story and develop a Customer Story Brief.
• Gather the details of the customer's story, including what outcomes they have achieved.

Stakeholder Engagement:

• Build strong relationships with internal stakeholders within the customer marketing org
• Collaborate with Sales, Customer Success, and Product Marketing teams to align sourcing efforts with their objectives and uncover valuable customer story information.

Pipeline Management:

• Maintain a well-structured and regularly updated pipeline of qualified customer advocates.
• Track the progress of each potential advocate and ensure a balanced representation of industries, regions, and product lines.

Handover and Collaboration:

• Seamlessly hand off qualified advocates to the story development or customer reference team for further engagement and content creation.
• Provide relevant background information and context to support the customer onboarding or storytelling process.
• Customer Advocate Sourcing:

Qualifications

• Sourcing and Research: Expertise in identifying and sourcing potential customer advocates through various channels and techniques.

• Qualification and Prioritization: Ability to evaluate and prioritize customer stories based on predefined criteria and marketing objectives..

• Stakeholder Management: Strong interpersonal skills to build and maintain relationships with internal stakeholders and customer accounts.

• Interviewing and Assessment: Skilled in effectively gathering the pertinent information needed to evaluate the strength of a customer story.

• Pipeline Management: Proficiency in documenting, managing and maintaining a well-organized pipeline of qualified customer advocates.

• Collaboration and Teamwork: Ability to work closely with cross-functional teams to align lead sourcing efforts.

• Strategic Thinking: Aptitude for developing and executing sourcing strategies that align with ServiceNow's overall marketing goals.

• Attention to Detail: Meticulous approach to evaluating potential advocates and ensuring the accuracy and completeness of pipeline data.

• Must have 2-5 years experience in Marketing and/or Sales and an interest and aptitude for learning about technology.

For positions in this location, we offer a base pay of 102,600 - 169,300, 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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