AVP, Energy & Utilities Industry GTM

ServiceNow•Santa Clara, CA

1d•Remote

About The Position

We are looking for a Global AVP for Energy & Utilities Go To Market. The ideal candidate is an Energy & Utilities industry expert with deep knowledge of industry pain points, business processes, system landscapes, and solutions crossing key segments including power generation, transmission and distribution, renewables, oil and gas, and water utilities. They will have deep expertise in asset management, field service operations, grid modernization, workforce management, regulatory compliance, cybersecurity, and customer experience transformation. The Global AVP for Energy & Utilities Go To Market will identify and localize the ServiceNow Energy & Utilities solutions globally. They will closely align with our account teams across strategic Energy & Utilities clients to seed and develop strategic opportunities based on industry solutions. And they will build trusted relationships with customer and partner executives, partner with sales leaders and account teams, and be a significant contributor to the revenue growth in our top Energy & Utilities accounts. This leader is ultimately responsible for 4 specific areas of responsibility, including: Customer Focused Pipeline Development – Operate as the industry expert for Energy & Utilities, introducing and educating executives and senior leaders to ServiceNow through leadership and participation with customers at industry events, executive business reviews, etc. This activity should directly lead to new pipeline creation. This role is primarily designed to complement the sales cycle, drive results and grow the business. As a former practioner, your guidance and reputation in the industry ultimately grows the business from “the front” through hyper-focus of what’s most important in the industry. Sales Oriented Pipeline Progression - Partner with account executives and their teams to progress pipeline by infusing industry expertise (solution, messaging, etc.) into account strategy, forming relationships with key buying center executives, and helping shorten deal lifecycles by helping the team highlight the business value and competitive differentiators. Partner Development & Execution – Lead priorities with select (top three to four) partners to support industry leadership positioning, enablement, and customer development. Focus should be an accelerant for customer-focused pipeline priorities. Ultimately, partners are pivotal to implementations, building pipeline and adding accelerators all aimed at driving the business and value to our customers. Analyze, Drive & Report on The Business – Analyze the global and regional business to understand trends, opportunities, needs, KPI impact and movement against goals, and use that to feed/fuel customer efforts within this sector. Utilize data to influence/change behaviors to drive results and reinforce high-yield actions.

Requirements

12-15 years of experience in Energy & Utilities with proven success in guiding strategy, operations, and day-to-day functions within utilities, power companies, or oil and gas organizations, with deep knowledge of core operational processes and key markets for Energy & Utilities
Strong understanding of regulatory compliance and cybersecurity frameworks and their implications for the Energy & Utilities sector, including but not limited to: NERC CIP (Critical Infrastructure Protection), NIS2 Directive (EU Network and Information Security), IEC 62443 (Industrial Automation and Control Systems Security), ISO 27001/27002 (Information Security Management), NIST Cybersecurity Framework, FERC regulations, UK National Grid Cyber Security Strategy, Australia's Security of Critical Infrastructure (SOCI) Act, Singapore's Cybersecurity Act, and other regional critical infrastructure protection and operational technology (OT) security requirements.
Established industry presence and brand within the Energy & Utilities sector, including active participation in industry events, associations, and thought leadership forums
5+ years of Enterprise Platform Software selling into Energy & Utilities organizations as a subject matter expert or in a business development, business consulting, solution consulting, or similar capacity
Ability to travel up to 60% of the time