VP, Strategic CRM AI Sales

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
This role will be responsible for leading the team that works with our Independent Software Vendors (ISVs) to drive long-term revenue growth through large and strategic transactions.
The leader will build a small team to drive AI led CRM sales by building a small set of strategic and significant ISV partners along with acting as CRM executive sponsor on large global accounts. Success defined via Pipeline, Bookings and Roadmap impact KPIs
What you get to do in this role:

• As a global role, the role will align and collaborate with geo counterparts, influencing and driving initiatives across multiple regions to ensure cohesive and effective ISV partnership strategies and drive revenue growth through large and strategic transactions.
• Drive Strategic Pursuits: managing the assessment and selection of opportunities where we intend to build high-revenue opportunities.
• Build a small team to drive best practice in setting the deal structure and supporting negotiations, enabling full clarity for customers on the value they are receiving.
• Drive large deal thinking, best practice sharing (deal structure, content relative to attractive themes like AI, Digital Transformation, Employee Experience, references) and extended team collaboration
• Represent ServiceNow in senior customer facing roles as executive sponsor, business strategist and negotiator.

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

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry.
• 15 years of strategic enterprise software sales and leadership experience with significant revenue achievement while building loyal customers.
• The ideal candidate will have a strong background in CRM, a deep understanding of the tech industry, and a proven track record of successful partnerships.
• Executive level engagement, negotiation, account strategy, domain expertise, executive selling, large deal management and team leadership.
• Optimistic attitude, competitive, strong work ethic, humility, excellent team builder and communication skills.
• Experience attracting, retaining, and developing high performing, high potential talent through assessing, selecting, onboarding, coaching, and developing.
• Excellent presentation, communication, and organizational skills

For positions in this location, we offer a base pay of $295,540 - $502,460, 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 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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