AVP, Solution Sales - US Public Sector

ServiceNow•Santa Clara, CA

About The Position

The Area Vice President of Solutions Sales, US Public Sector, is a new role providing leadership and focus for our solution specialist teams driving sales across the breadth of ServiceNow’s platform. This role is focused on driving sales across our portfolio, with a strong emphasis on multi-workflow solutions that cross our traditional workflow boundaries, with solutions designed to meet the needs of our customers. This role will report directly into the VP of Public Sector Solutions, and will play a critical part in driving revenue growth by creating scale, speed and size across our product portfolio, in coordination with our account sales teams. Key outcomes for the new leader Build a world-class high performing team recognized as a talent destination. Develop cross-platform solution selling as a default motion within the broader Public Sector sales team Create innovative selling motions to construct large, strategic deals to improve the year-on-year growth of the business. Be a key interface with the partner organization, product teams, AMS Solutions sellers, and other parts of the ecosystem within ServiceNow. Collaborate closely with the matrixed Public Sector organizations (CEG, Partner, Support, Sales, etc.) to ensure customers rapidly realize value from their investment in the ServiceNow platform.

Requirements

Experience managing a sales business with a solid track record of deal execution on a monthly + quarterly basis with consistent over-achievement of quota and revenue goals.
A leader with a proven track record in building and leading a complex, matrixed sales team recognized for its culture and results.
Experience leading other managers, and demonstrated ability to drive successful outcomes through influence across a matrixed sales organization.
Strategic sales experience with revenue achievement from selling multiple enterprise software offerings, while building loyal customers.
C-level engagement, negotiation, account strategy, domain expertise, executive selling, large deal management and team leadership.
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.
Optimistic attitude, competitive, strong work ethic, humility, excellent team builder and communication skills.
The willingness and ability to travel up to 50% of the time.

Responsibilities

Establishing a new rhythm of working and collaborating across the different teams that matrix across Public Sector customers, as well as our core platform workflows
Helping to define the team’s vision, priorities, and goals in partnership the VP of Public Sector Solutions, as well as the Solution Consulting teams who are aligned to the specific workflows
The AVP will be responsible for developing, implementing and executing a strategic sales plan to achieve company sales targets and objectives with a focus on a balanced portfolio that aligns to each product’s individual goals, while also meeting our overall Sales goals.
This leader will assume leadership of a newly integrated team of sales managers and professionals from across the AMS organization, and will be tasked with building this team further, while supporting the culture and people in their career growth.
Demonstrate a deep understanding of the planning process - including resource alignment to maximize the opportunity by product, industry and persona.
Position the business to grow successfully beyond its current targets, increasing the revenue of the business significantly year on year.
Excellent operational/analytical skills – cadence, reporting, forecasting experience.
Translating business objectives into specific goals for the given workflow leaders, and driving alignment and prioritization with the broader sales business.
Strong track record of recruiting, developing and retaining a high-performing sales teams.