Area VP, Defense

ServiceNow•Washington, DC

8h•Hybrid

About The Position

The Area VP will be a second line leader and will lead the Defense vertical for the Federal Business in the United States. The customer set will comprise ServiceNow’s key strategic accounts across four (4) major Regions: US Army, US Navy, US Air Force, and the 4th Estate. In this role, the Area VP will manage and lead a team of four (4) 1st line Regional Directors who have ~6 individual contributors (Senior Account Executives) reporting to them.

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.
10+ years’ experience managing a team of field-based sales representatives in a matrixed sales environment in the enterprise software space to enterprise customers (over 5,000 employees)
Strong experience managing multi-tiered customer relationships; demonstrated ability to coach and mentor
A consistent track record of meeting and exceeding team quotas selling to large accounts (20,000+ employees)
Experience attracting, retaining, and developing high performing, high potential talent through assessing, selecting, onboarding, coaching, and developing
A track record of managing a growing team in different geographical locations across the Eastern US
Superior knowledge and demonstrated skills of sales techniques, customer interaction, customers relations
Strong forecasting and reporting capabilities
A proven and consistent track record selling to large enterprise level customers and established relationship at the C-suite level
Strong organization, communication, team work, presentation, problem solving and time management skills
Experience inspiring the team to follow defined best practices
The ability to navigate and collaborate through complex opportunities
A competitive, can do, optimistic, realistic attitude, strong work ethic, humility and excellent team building communication and listening skills
The willingness and ability to travel 50% of the time

Responsibilities

Develop and execute on Defense focused vertical and horizontal sales strategies pushing further into the lines of business and mission driven initiatives.
Continue to scale and grow market + revenue share by meeting and exceeding the assigned team quota, increasing enterprise-wide contracts, and landing strategic wins.
Empower and guide your team to build strategic account plans that focus on the longer-term joint success of its Customers and ServiceNow.
Able to establish and nurture relationships at the highest levels of organizations; intentionally focused on customer outcomes and success.
Lead with a General Manager mindset leveraging a deep and wide support ecosystem as OneTeam.
Delivers sales excellence by establishing a rhythm of the business that orchestrates team synchronization, accurate forecasting, and clear priorities + communication on a daily basis.
Be deliberate in the development of the team’s growth, actively recruit top talent from Industry, and build winning teams.
A Servant leader who drives energy, clarity, and a growth mindset across the business; elevates those around the team