AMS Solution Sales and GTM Director-Operational Technology

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

AMS Solution Sales and GTM Director-Operational Technology 

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 AMS Solution Sales and GTM Director-Operational Technology, Technology Workflow Solutions Go-to-Market will spearhead market success for the Operational Technology Business. 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:   

• Operational Technology Focused: Develop and maintain strong relationships with key accounts, priority customers, partners, and the industry at large.  Align as Executive Sponsor on key accounts.  Meet Revenue targets.   

• GTM Strategy Development: Apply a business owner mindset to build and execute growth strategies in partnership with product, sales & cross-functional business partners to establish ServiceNOW as the leader in the OT space.   

• Solution Sales Specialist “Force Multiplier”: Partner with global cross-functional teams to drive growth priorities, including demand generation, sales play construction, customer events and help geo-aligned solution sales specialist teams to ensure effective adoption and execution of strategies, plays, and activities.   

• Thought Leader & GTM Voice: Earn trusted advisor status across the organization & externally through deep domain expertise and innovative thinking. Represent the Workflow in global forecast calls, quarterly product reviews, acquisition considerations, and various GTM planning activities from a sales perspective.   

• Market Insights: Analyze the business to support proactive strategy development, opportunity discovery, and get-well initiatives. Bridge market insights and intelligence to shape product pricing and packaging for GTM success; lead the field in providing product feedback and to inform the business unit roadmap.   

• Specialist Community Development: Manage, foster and expand the specialist sales community and culture, define enablement priorities, and ensure competitive readiness for your business.   

• Long-Range Planning: Provide industry expertise and consultation for long-range and annual planning efforts, including growth objectives, prioritization, enablement needs, demand gen, sales incubation approaches, and other critical sales activities.   

• Matrixed Team Leadership: Lead and inspire a geographically dispersed, x-functional team dedicated to workflow GTM success and delivering on revenue targets.    

• Sales Evangelism: Actively represent the portfolio in customer and partner-facing events, as well as executive briefings.   

• Alliances and Channel Ecosystem Collaboration: Collaborate with the ACE organization to develop GTM partners for workflow growth objectives.   

• Multi-Workflow Strategies: Work in partnership with Global WF Leaders and BU GTM peers to develop multi-workflow strategies.   

• Business Development Strategies: Create and execute strategies for building a healthy pipeline, driving growth, and fostering innovation.   

• 10+ years' experience in Operational technology sales, business development, and GTM strategy.   

• Proven enterprise software sales experience in a large, global, matrixed sales organization, with specialist sales experience preferred.   

• Demonstrated success partnering with senior product leaders to build and grow businesses.    

• Expert sales, industry and product knowledge related to the Operational Technology business.   

• Excellent communication skills with the ability to influence at all levels.   

• Experience presenting to large internal and external audiences, including customer and partner events.   

• Strong understanding of customer buying preferences, market dynamics, and key drivers to craft effective sales GTM strategies.   

• Consistent track record of meeting and exceeding team quotas.   

• Strong knowledge of sales techniques, customer interaction, and customer relations.   

• Proficient in forecasting, financial metrics, ROI assessment, and market insights analysis.   

• Proven track record of selling to large enterprise-level customers and established relationships at the C-suite level.   

• Strong organizational, communication, teamwork, presentation, problem-solving, and time management skills.   

• Experience in inspiring global, matrixed teams to follow best practices.   

• Self-starter with a collaborative "win as a team" approach.   

• Global role or international experience is a plus.   

Work Personas

We approach our distributed world of work with flexibility and trust. 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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