Senior Manager, Presales Solution Consulting - Technology Workflows

At ServiceNow we foster a customer first mindset. Great culture and diversity are in our DNA and creates a foundation to build a strong win as a team setup. The Director for Tx workflow and teams are key resources for our execution and expansion. The team represent the product strategy and vision, while mapping key customer imperatives with relevant IT workflow and business solutions & value. We support our field sales colleagues, partners and market with thought leadership and enablement.

The Senior Manager, Solution Consulting will ensure that they have an effective, motivated team of highly skilled resources to support innovation cycles within the ecosystem to facilitate both vertical and horizontal value-based solutions. Strong alignment to our sales organization is necessary to facilitate proper pipeline and business activities are supported.

Our solution focus spans across IT-business management (SPM), IT-asset management, SecOps & Risk. Ensuring what work across the entire IT and business lifecycle flows seamlessly.

We are looking for a motivated and influential first line leader to help build and scale our Tx Transformation solution presales team for the area. This leader must be a person who loves leading teams and driving business. This role requires great interpersonal skills to work cross functionally, as a trusted advisor to both the go to market sales, pre-sales, customer success and partner organizations, as well as, with our product development and marketing teams.

You will be responsible for planning, validating, and ensuring quality of the overall technical sales efforts in the region and your team will be working with some of the largest customers in the area. This leader will be responsible for developing a team, covering activities for lead generation, technical sales, demos, and proof of concepts.  We are looking for a leader who is capable of understanding customer needs and network with senior stakeholders to ensure customer value and success are realized. The successful candidate will embody our leadership values of “Lead Change, Grow Team & Self, Drive Results, Win as a Team”.

What you get to do in this role:

• Partner with the IT Workflow sales specialist leader, to co-develop a go to market model to run the area business for the IT Workflow.
• Recruit, retain and develop a team of specialist and specialist leaders to drive IT Workflow business productivity and innovation.
• Define programs for enabling field sales and solution consulting teams to drive IT Workflow sales, adoption, and value proposition
• Help develop and contribute to sales campaigns focused on the IT Workflow.
• Partner with our Global Alliance and Channel organization to build a sell to, sell with and sell through models
• Partner with the Business unit General Managers of the IT Workflow business units to build out a successful roadmap for the coming years.
• Align as a trusted advisor and strategic team member to both sales and company executives to understand market conditions, customer requirements and challenges, and assist in strategically planning GTM (Go to Market), solution capabilities and strategic partnerships
• Influence and drive the right value model around pricing and packaging
• Establish trusted relationships with product management, marketing, global sales leadership, professional services and global alliance and channels leaders
• Develop clearly defined go-to-market initiatives with key ServiceNow sales, marketing, and business unit leaders to achieve revenue goals. Define key milestones and progress tracking metrics & drive associated operating rigor to ‘inspect what we expect’
• Build strong relationships with executive leaders in both our customers and partners
• Drive a customer success focus and a win as a team culture

To be successful in this role you have:

• 4+ years’ experience in building or leading pre-sales teams, with similar experience of standard approaches to coaching, mentoring, and managing a team of senior-level professionals
• Strong leadership presence & record of accomplishment of consistent quota attainment & over achievement with the ability to collaborate and influence in a “Win as a team” environment
• Strong people management skills with a passion for coaching and developing others to their highest potential exceeding EVS (Employee Voice Survey) scores in line or above company averages
• Proven ability in managing complex sales cycles from start to finish with a record of accomplishment of successful revenue attainment
• Excellent interpersonal skills communicating and collaborating with both business and technical stakeholders at all levels within an organization.
• Experience in developing a strong customer network.
• Experience working collaboratively with product management, product marketing, and product development.
• The successful candidate will be adaptable and flexible, able to work and thrive in a highly dynamic environment
• A passion evangelizing our capabilities and success on social media and other outlets to build brand preference and recognition
• A self-starter who will take the initiative to develop programs for enablement and growth
• A high degree of passion, energy, drive, and willingness to travel 25% of the time

Work Personas 

We lead with flexibility and trust in our distributed world of work. 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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