Operational Technology OT Business Development Manager

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 strategic sales & GTM leader to drive growth, scale and consistency.

The BDM – Operational Technology Go-to-Market will spearhead market success for the Technology Workflow Businesses. This role will focus on driving growth strategy, enhancing solution sales capabilities, and orchestrating cross-functional ecosystem efforts to build a robust sales pipeline and capture market opportunities. As a seasoned sales executive, you will apply your expertise to drive business growth in partnership with various cross-functional teams, including sales, specialist sales, product, marketing, partners, and other key stakeholders.

This role offers a unique opportunity to make a substantial impact on the organization's growth and success. The ideal candidate is a proven sales & GTM leader with the ability to collaborate effectively, foster relationships, and demonstrate a keen intellectual curiosity that builds trust with senior leaders and stakeholders throughout the organization. The candidate must bring a combination of GTM expertise, deep product & market domain knowledge, and sales excellence to drive results.

Key Responsibilities:

· Develop and implement a comprehensive business development strategy with a specific focus on transformation initiatives.

· Identify potential business opportunities and partnerships to support the company's growth objectives, leveraging market insights and industry trends.

· Conduct thorough market research and analysis to identify emerging trends and transformational opportunities within the industry.

· Collaborate with cross-functional teams to define and refine the company's value proposition and develop innovative solutions to address market needs.

· Build and maintain strong relationships with key stakeholders, including clients, partners, and industry influencers.

· Lead negotiations for major deals, partnerships, and strategic alliances, ensuring alignment with the company's overall transformation objectives.

· Drive the end-to-end sales process, from lead generation and qualification to contract negotiation and closure.

· Provide guidance and mentorship to the business development team, fostering a culture of excellence, collaboration, and continuous improvement.

· Monitor and analyze market trends, competitive landscape, and customer feedback to inform strategic decision-making and enhance business development efforts.

· Collaborate with the executive team to define and execute the company's overall growth strategy, incorporating transformational initiatives.

Requirements for success

· Bachelor's degree in business, marketing, or a related field. MBA or advanced degree preferred.

· Proven experience in a senior-level engagement, with a focus on driving transformational growth across the Consumer goods, retail or financial services sector

· Demonstrated success in identifying and closing high-value 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.

To be successful in this role you have:

· Extensive track record of new business sales success including presentation and negotiation skills within industry and at C Level

· Strong strategic thinking including analytical and financial planning skills to meet and exceed quotas and goals.

· Ownership of accurate CRM reports including current and future quarterly forecasts and opportunity inspection

· Experienced in driving sales process and drive effective working relationships with Sales Operations

· Ability to understand the 'bigger picture' and business drivers around IT

· Ability to build long term strategic and senior level relationships

· Ability to adapt and work effectively within a rapidly changing and growing environment

· Demonstrates strong business and financial acumen

· Built self-motivated sales teams that embrace a culture of collaboration, enthusiasm, and overachievement

· Champions and promotes top performers, constantly develops and coaches the team and themselves, and topgrades appropriately

· Proven partner relationships and networks, and ability to grow the impact of revenue streams and territory development through the partner ecosystem

· Ownership of driving successful pipeline generation activities developed by marketing or the partner community

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.

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