AVP, Retail Sales

As the AVP, Retail Sales at ServiceNow, you will manage a team responsible for scaling and growing sales within a defined territory. This includes executing vertical and horizontal sales strategies, leading your team of first-line sales managers, and guiding them in building strategic account plans. You will also play a key role in nurturing high-level customer relationships and ensuring the success of your team through regular communication and forecasting.

To succeed as the AVP, Retail Sales at ServiceNow, candidates should have at least 10 years of experience managing teams within enterprise software sales. A strong track record of selling to enterprise-level customers and experience in developing talent through various stages of their careers are crucial. Additionally, superior communication, organizational, and leadership skills are essential to effectively manage customer relationships and lead your team.

A career path for an AVP, Retail Sales at ServiceNow typically progresses from leading smaller sales teams to managing larger, more complex sales organizations. Throughout one’s career, there is an emphasis on mentorship and development, with opportunities to take on broader managerial roles or specialize in different industry segments within the retail sector.

Travel is an essential aspect of the AVP, Retail Sales role at ServiceNow, with an expectation of around 50% travel to meet customers across the Eastern US. This is vital for building strong relationships and understanding customer needs in different regions, which plays a significant role in executing successful sales strategies.

An AVP, Retail Sales at ServiceNow can expect a competitive base salary ranging from $190,950 to $315,100, as well as potential equity options and variable compensation based on performance. Benefits include comprehensive health plans, a flexible 401(k) with company match, and various plans for work-life balance, making it a rewarding career choice.

When managing a sales team as an AVP, I focus on clear communication, setting high standards, and providing the necessary resources. It's essential to cultivate an environment of trust where team members feel empowered to share ideas, collaborate, and learn from each other. Regular one-on-one meetings help monitor progress and develop personalized strategies for team members.

I have extensive experience managing large enterprise accounts, focusing on understanding their unique challenges and providing tailored solutions. Building relationships with key stakeholders at the C-suite level is crucial, as it allows for alignment of our services with their strategic goals. I prioritize maintaining open lines of communication to foster trust and long-term partnerships.

In a matrixed environment, I have found that collaboration and alignment across different departments are critical. Techniques such as solution selling, leveraging data to support decision-making, and involving cross-functional teams during sales processes enhance our approach. Encouraging knowledge sharing among the teams helps streamline efforts towards common goals.

Setting team quotas is a collaborative process where I involve my team in defining realistic and achievable targets based on historical performance and market conditions. Success is measured not just by revenue but also by customer satisfaction, team development, and adherence to our core values. Regular reviews of these metrics allow for adjustments and continuous improvement.

Driving customer success is about creating value and ensuring our solutions meet their evolving needs. I advocate for regular check-ins and feedback sessions to address any concerns promptly. It's also essential to share insights and best practices among customers to help them maximize their investment in our services.

I use a combination of coaching, mentorship, and structured training programs to empower my sales team. By identifying individual strengths and areas for improvement, I tailor development plans that align with both their career goals and our organizational objectives. Creating a culture of continuous learning is vital for long-term success.

Managing forecasts requires diligence and a reliable data management process. I utilize CRM tools and analytics to gather real-time data, allowing for accurate reporting. I also involve my sales team in the forecasting process, ensuring they're accountable for their pipeline, which enhances the accuracy of our overall predictions.

In a previous role, I discovered bottlenecks in our sales process that slowed down deal closures. By mapping out the customer journey and identifying pain points, I revamped the process, incorporating automation for follow-ups and enhancing cross-department collaboration. This resulted in a 20% increase in our sales closure rate within six months.

Nurturing relationships with C-suite executives involves understanding their priorities and aligning our solutions with their strategic vision. I focus on being a trusted advisor, providing them with valuable insights and solutions that address their challenges. Regular engagement through business reviews and strategic discussions solidifies our partnership.

Diversity in a sales team brings different perspectives and ideas to the table, which can lead to more innovative solutions and approaches. It also allows us to connect with a broader customer base, as diverse teams can better understand and empathize with varied customer needs. Embracing diversity ultimately drives better business outcomes.