Area VP, Sales - Moveworks

ServiceNow•Atlanta, GA

2h•Hybrid

About The Position

This role involves leading sales leaders and direct sales executives to drive rapid new business sales growth in a specific region. The Area VP will be responsible for developing and executing sales strategies, understanding the competitive landscape, and actively participating in territory planning, relationship development, and opportunity closure. A key aspect of the role is recruiting, coaching, and mentoring team members to foster excellence and achieve sales goals. The position requires managing accurate forecasts and pipelines, achieving annual sales targets, and engaging effectively with C-level clients to understand their business requirements. Collaboration with various internal teams such as Solution Consulting, Business Units, Professional Services, Marketing, the Partner community, and the ServiceNow executive team is crucial. The role also involves indirectly managing Digital Sales Teams (Sales Development and Inside Sales), retaining and growing the existing customer base through engagement activities, and driving the commercial team as an engine for new logo and business acquisition. Additionally, the Area VP will advocate for and develop early-career talent within the Commercial Organization and collaborate with the broader regional Senior Leadership team on strategy, planning, and business decisions.

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.
Extensive track record of new business sales success including presentation and negotiation skills within industry and at C Level
Strong success in recruiting, coaching and managing an exceptional sales team
Strong strategic thinking including analytical and financial planning skills to meet and exceed quotas and goals.
Ownership of accurate CRM reports including current and future quarterly forecasts and opportunity inspection
Experienced in driving sales process and drive effective working relationships with Sales Operations
Ability to understand the 'bigger picture' and business drivers around IT
Ability to build long term strategic and senior level relationships
Ability to adapt and work effectively within a rapidly changing and growing environment
Demonstrates strong business and financial acumen
Built self-motivated sales teams that embrace a culture of collaboration, enthusiasm, and overachievement
Champions and promotes top performers, constantly develops and coaches the team and themselves, and top grades appropriately
Proven partner relationships and networks, and ability to grow the impact of revenue streams and territory development through the partner ecosystem
Ownership of driving successful pipeline generation activities developed by marketing or the partner community

Responsibilities

Lead of Sales Leaders and direct Sales Executives to drive rapid new business sales growth in the region
Drive sales strategy for the region in alignment with the plan and in coordination with Sales Operations to effectively Go-To-Market including understanding the competitive landscape, presence and strength within the region
Actively engage in territory planning, relationship development and opportunity development and driving revenue by supporting and assisting Field Sales Teams in closing opportunities
Recruit, coach and mentor team members to drive excellence
Development of territories and quota for the sales team and effectively communicate to set performance expectations within the team
Manage and report accurate forecast and pipeline to the business
Achievement of annual sales goals on a quarterly and annual basis is required
Engage and align effectively in C-level meetings in order to properly understand customer business requirements
Build effective working relationships with Solution Consulting, Business Units, Professional Services, Marketing, our Partner community and the ServiceNow executive team
Manage indirectly our Digital Sales Team, including Sales Development and Inside Sales teams.
Retain and grow existing customer base with regular non-sales customer engagement activities to deliver an excellent customer experience
Demonstrate operational cadence to drive the Commercial team to be the engine for new logo and new business.
Advocate and drive early in careers team, helping develop and progress our talent through our extended Commercial Organisation.
Collaborate with the broader, regional Senior Leadership team to drive culture and sales success – contribute to strategy, planning and business decisions.