Director, Enterprise Digital Sales (Munich Based)

As the Director of Enterprise Digital Sales at ServiceNow, you will be tasked with managing and inspiring a team of Enterprise Sales Associates to achieve significant revenue growth. This includes strategic account and territory planning, optimizing team productivity, and ensuring high customer satisfaction. You'll also be responsible for recruiting top talent, setting clear goals, and representing the sales organization across the region, ensuring that your team delivers on both KPIs and of course, customer expectations.

To apply for the Director of Enterprise Digital Sales position at ServiceNow, candidates should have 2nd line people management experience and a strong background in tech sales, preferably in the B2B SaaS sector. A proven track record of exceeding sales targets, stakeholder management skills, and experience in leveraging AI tools to enhance workflows are essential. ServiceNow also values diverse backgrounds and invites candidates from unique experiences to apply.

In the Director of Enterprise Digital Sales role at ServiceNow, support is available from various teams including Sales, Product Management, and executive leadership. You will work in a collaborative environment, ensuring that your initiatives align with the company's strategic goals while fostering your team's growth. Additionally, ServiceNow emphasizes inclusivity and accessibility, providing accommodations whenever necessary, making it easier for all team members to seek support in their roles.

AI integration is pivotal for the Director of Enterprise Digital Sales at ServiceNow, as it plays a significant role in improving work efficiencies and decision-making processes. In this role, you will leverage AI-powered tools and insights to not only drive sales strategies but also to automate workflows, analyze market trends, and ultimately improve the overall effectiveness of your sales team. This innovative approach positions ServiceNow at the forefront of technology solutions.

Absolutely! At ServiceNow, we encourage all qualified applicants to apply for the Director of Enterprise Digital Sales position, even if you don't meet every qualification. We value inclusivity and recognize that diverse backgrounds and unique experiences enrich our team dynamic. If you have a passion for technology sales and are eager to lead and innovate, we want to hear from you!

In answering this question, focus on your management philosophy and techniques. Discuss how you would set achievable goals for your team, create a motivational environment, and utilize regular check-ins to track progress. Highlight the importance of fostering a culture of collaboration and emphasizing individual development to inspire your team.

Detail an approach that includes data-driven analysis of existing accounts, understanding market trends, and aligning team efforts with larger organizational goals. You may consider leveraging CRM tools, gathering insights from your team, and maintaining open communication with enterprise account executives to ensure alignment of strategic goals.

Share a specific example illustrating your leadership abilities and the strategies you employed. Emphasize how you set clear objectives, motivated your team, and adapted to challenges to surpass those targets. Use data to show the extent of your success and how it impacted the company's overall performance.

Discuss your experience with AI tools in sales and how they can facilitate better decision-making. Share examples of how you've implemented AI to automate tasks, analyze customer data, or enhance sales forecasting to achieve higher efficiency and effectiveness in the sales process.

Highlight your approach to setting KPIs, using dashboards, and conducting performance reviews. Mention how you interpret these metrics to drive insights and inform your decision-making process, while also recognizing and rewarding top performance within your team.

Talk about the importance of regular updates and transparent communication. Explain how you would establish a routine for presenting forecasts and key metrics to stakeholders and ensure that their feedback is integrated into your sales strategy. This can foster collaboration and trust among all parties.

Share insights into your recruitment process, focusing on how you identify high-potential candidates and what qualities you prioritize in your hiring strategy. Discuss how you create an inclusive hiring process and the importance of culture fit in building a successful sales team.

Discuss your coaching philosophy and specific techniques that facilitate skill growth. Mention the importance of regular feedback, personal development plans, and role-playing scenarios designed to enhance selling techniques and communication skills within the team.

Address the importance of proactive conflict resolution strategies. Illustrate how you would approach mediating disputes, ensuring open lines of communication, and promoting collaboration to foster a positive team dynamic while driving performance.

Share your insights into market dynamics, future sales predictions, and the role of technology in shaping these changes. You might discuss the rise of remote selling, the importance of a customer-focused approach, and how you would adapt your sales strategies to stay ahead of trends and improve customer experience.