EMEA Solution Sales Specialist - IT Asset Management

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 are moving fast, and with this rapid scale and dynamic growth, we are hiring a Business Development Manager to join our IT Asset Management Team and drive growth, scale, and consistency across the region. As a Business Development Manager for our IT Asset Management (ITAM) team, you will play a pivotal role in helping the EMEA Sales Leadership define, shape, and execute our ITAM strategy across the EMEA region. 

You will help roll out initiatives that contribute to market success of ServiceNow's ITAM products and will work closely with Major Area leadership to define and execute Go-To-Market (GTM) priorities including growth, upsell/cross sell motions, and health/adoption focus. You will specifically help drive net new revenue growth, customer expansion for our ITAM technology partnerships, and create new revenue streams for ServiceNow.  You will bring together and drive cross-functional collaboration to execute strategic initiatives and contribute to our continued growth.  You’ll also be the primary interface to connect sales cycles between ServiceNow and the strategic resell for our technology partners.  As a Business Development Manager, you’ll help design and execute sales campaigns that will capitalize on our joint selling market opportunity and increase customer satisfaction.  

This position comes with the opportunity to play a pivotal role in growing the business and driving lasting impact for the organization. The ideal candidate is a proven seller, expert at partnering with field teams, a superb relationship builder, and an intellectually curious individual who can develop trust with senior leaders and stakeholders across the organization.  This role requires a seasoned professional with sales leadership, business development, strategy, and operations expertise. The candidate must be able to combine GTM expertise, product/market knowledge and sales GTM excellence to drive action and deliver results.

Key Responsibilities:  What you get to do in this role

• Develop and implement a comprehensive business development strategy with a specific focus on transformation initiatives.  
• Work with and thru our technology partners to establish sustainable support models for deal cycle product and technical support; models that don’t rely on our internal business unit teams for support.
• Analyze existing customer install base to identify and prioritize opportunities for joint upsell, cross-sell, and new logo acquisition campaigns.  You’ll craft those plans in tight alignment with the objectives of each technology partner resell opportunity.
• Partner closely with ITAM Specialist teams and with Sales Executives to execute sales cycles and close new business.
• Collaborate externally with selling teams aligned to our external technology partners and coordinate internally to achieve cohesive joint sales campaigns with ServiceNow core field teams.
• Develop and execute growth strategies at a Major area level in conjunction with adjacent functional leaders (Field Sales and Pre-Sales Leadership, Marketing, Alliances & Channels, Professional Services and Sales Operations teams) to effectively GTM.

• Own the multi-quarter business performance view, continuously track & monitor key metrics to ensure success, recommend course correction & success initiatives for our technology partnership GTM.
• Bridge market insights and intelligence to shape product pricing & packaging for GTM success. Inform the BU (Business Unit) and partnership integration roadmap based on customer & market insights.

• Define and drive cross functional programs that empower sales and solution consulting teams to drive Security Operations sales, adoption, and customer success.
• Help build, manage, and report on the ITAM resell forecast and pipeline to the business with sales leadership.
• Partner with our Global Partner and Channel organization to influence the evolution of additional technology partnerships within the ITAM space.
• Monitor industry developments, competitor activities, emerging trends, potential business opportunities, and customer requirements to provide feedback and insights that inform product managers and leadership.
• Help coach the core teams with foundational specialty solution area knowledge to identify ITAM solution opportunities and help manage the sales cycle. 

• Define enablement priorities, expand field domain expertise, uplevel competitive readiness.
• Facilitate best practice sharing between field teams and support a strong virtual community of interest around ITAM technical partnerships.

Qualifications

To be successful in this role you have:

• Sales, Market and Industry Knowledge relating to IT Asset Management solutions (Software Asset Management, Hardware Asset Management, Enterprise Asset Management, FinOps).

• Proven experience in a senior-level engagement, with a focus on driving growth across the different industry verticals 

• Demonstrated success in identifying and closing high-value ITAM business deals, partnerships, and strategic alliances.  

• Strong understanding of market dynamics and trends, with the ability to translate insights into actionable business strategies.  

• Track record of building and nurturing strong client relationships, driving customer satisfaction, and maximizing revenue opportunities.  

• Strategic thinker with a results-oriented mindset, capable of identifying and capitalizing on transformational opportunities.  
• Ability to thrive in a fast-paced, dynamic environment and adapt quickly to changing business priorities.  

• Strong analytical skills, with the ability to leverage data and market insights to drive informed decision-making
• Fluency in German and Business Level English
• Able to be resident in Germany, with EMEA wide travel 30-50% of the time

Not sure if you meet every qualification? We still encourage you to apply! We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candidate!

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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