Sr Director – Global Sales Plays
| Company | ServiceNow |
|---|---|
| Location | Raleigh, NC, USA |
| Salary | $Not Provided – $Not Provided |
| Type | Full-Time |
| Degrees | |
| Experience Level | Senior, Expert or higher |
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 experience, including global role(s) in one or more technology (preferably SaaS) or consulting businesses
- Familiar with the buyers and buying personas of ServiceNow’s customer base and prioritized industries
- Demonstrated results working cross-functionally across a large organization to improve their productivity and satisfaction
- Ability to conduct sophisticated and creative analysis of complex data and translate the results into actionable messages and deliverables
Responsibilities
- Shape the Go To Market strategy for our global sales plays
- Work with our Planning, Strategy and NPI teams to define the scope; with the early-stage ideation and SKU shaping being led by the NPI team, a transparent, supportive partnership here is critical
- Develop a consistent BoM together with our Marketing team, Enablement team, Sales leadership, and other cross functional business partners
- Set the targets, metrics and KPIs to effectively measure pipeline creation, progression, and conversion, with lenses into segment, industry, partner, etc
- Build a co-ordinated GTM approach utilizing all of the key parts of the ServiceNow Sales team
- Shape this with our ecosystem in mind and work with our Partner team to shape for their impact
- Build the proactive calendar and plan for future plays
- Identify plan needs and opportunities
- Balance the load for what the field can absorb
- Build in sufficient time and planning to establish the play before launch
- Build the repeatable playbook, with a common nomenclature and approach for all sales plays
- Drive focused analytics around the plays, so we learn what is working, what could be improved, and how we continue to scale our efforts
- Build the tooling and systems to help manage our progress
- Consistent single pane of glass dashboard views
- Leverage AI to deploy create Sales Play Assist agent use cases
- Partner closely with our DT and Operations teams
- Partner with the Geo sales teams to ensure a consistent and focused approach to sales play execution across direct and overlay roles
- Work with the GTM Strategy team to shape our FY25 and beyond GTM strategy based on the learnings we have from play execution and roll out
- Recruit and retain the next generation of talent for ServiceNow and ensure all employees can bring their full and authentic selves to work
Preferred Qualifications
- Prior experience in sales or sales management preferred