Sr. Dir – Automotive Industry GTM

Sr. Dir – Automotive Industry GTM

Requirements

• 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 experience in the Automotive Industry with proven success in guiding strategy, operations and day to day functions within an Automotive company, preferably at an Automotive OEM.
• 5+ years in an IT/Technology function in an automotive company
• 5+ years at an Enterprise Software company focused on Automotive accounts serving as a subject matter expert or in a business development, business consulting, solution consulting, or similar capacity OR 5+ years at a top tier consulting firm designing and driving transformational change for Automotive clients.
• Exceptional executive presentation skills – in person, on zoom, C-level
• Ability to develop trusted advisor relationships with customers and sales organizations; demonstrated ability to advise and influence senior leaders, multiple teams / departments on strategy, messaging and customer engagement
• Experience producing thought leadership content and communications for an international audience
• Resourceful, self-motivated and able to prioritize independently shifting workloads in a dynamic, high growth environment
• Agile business mind; adept ability to work in a matrix organization structure with a highly distributed team, leading through influence and relationship-building
• Proven ability achieving revenue targets for an overall region and accounts, in partnership with direct account sales teams
• Superior organizational skills with ability to effectively prioritize
• Ability to travel up to 50% of the time
• Bachelors and/or Masters degree in Business, Technology, Engineering or related fields

Responsibilities

• Operate as the industry expert for the Automotive Industry, introducing and educating executives and senior leaders to ServiceNow through leadership and participation with customers at industry events, executive business reviews, etc. This activity should directly lead to new pipeline creation.
• Partnering with account executives and their teams to progress pipeline by infusing industry expertise (solution, messaging, etc.) into account strategy, forming relationships with key buying center executives, and helping shorten deal lifecycles by helping the team highlight the business value and competitive differentiators.
• Develop and maintain relationships with Automotive practices within AMS based strategic partners to drive awareness, solution positioning, enablement and customer development. Focus should be an accelerant for customer focused pipeline priorities.
• Identify new buying centers and use cases in Automotive that would benefit from ServiceNow. Partner with marketing to design and build solutions that our sales organization can bring to our automotive customers that will generate real value and enable our automotive customers to transform all parts of their value stream.
• Analyze the ServiceNow Automotive business to understand trends, opportunities, needs, KPI impact and movement against goals, and use that to feed/fuel customer efforts within this sector. Utilize data to influence / change behaviors to drive results and reinforce high-yield actions.

Preferred Qualifications

• Candidates from diverse backgrounds, including non-traditional paths are welcomed. Unique experiences enrich the team.