Director, Americas Sales Leader – Operational Technology

ServiceNow • Austin, TX

21d • Remote

About The Position

Lead a high-impact team of Solution Sales Executives driving ServiceNow's Operational Technology (OT) business across the Americas. This first-line leadership role combines strategic territory planning, consultative selling expertise, and team development to accelerate market penetration in critical industries including Manufacturing, Energy & Utilities, Life Sciences, and Transportation & Logistics.
ServiceNow's Operational Technology solutions transform industrial operations by creating a unified source of truth and action for control systems and industrial processes. Built on the ServiceNow AI Platform, these solutions enable organizations to achieve operational excellence through intelligent automation, predictive analytics, and seamless integration across their industrial technology ecosystem.

Requirements

• 7+ years of enterprise technology sales experience with proven expertise in solution-based selling, preferably in industrial automation, OT/IT convergence, or adjacent domains
• Demonstrated success leading or influencing sales teams in complex, matrixed organizations with ability to drive results through influence and collaboration
• Deep understanding of industrial operations and the business value of digital transformation in manufacturing, life sciences, energy, utilities, or logistics environments
• Track record building relationships and navigating decentralized decision-making across operational technology, IT, engineering, and C-suite stakeholders in industrial organizations
• Strategic thinking and analytical capabilities to assess market opportunities, prioritize investments, and articulate ROI for specialty solutions
• Exceptional communication and executive presence with ability to translate complex technical concepts into compelling business value narratives
• Experience coaching sellers on value-based selling methodologies and driving adoption of structured sales processes

Responsibilities

• Lead and develop a team of OT Solution Sales Executives, driving performance through coaching, enablement, and strategic account planning aligned with territory objectives
• Architect territory strategies that maximize vertical alignment, prioritize high-value accounts, and systematically identify OT use cases across target industries
• Partner with Core Account Executives during account planning to provide strategic recommendations on OT opportunities, ensuring alignment with Now Value principles and customer outcomes
• Enable customers to envision the transformative potential of industrial digital transformation by articulating value propositions that resonate with both technical and executive stakeholders
• Collaborate cross-functionally with Solution Consultants, Specialists, Product Management, and Partner teams to ensure cohesive go-to-market execution and product feedback alignment
• Build foundational OT knowledge across Account Executives, SDRs, and specialist teams, enabling them to identify opportunities and contribute effectively throughout the sales cycle
• Drive pipeline creation and opportunity conversion through disciplined forecasting, deal coaching, and execution rigor while maintaining visibility into team performance and deal progression
• Champion diversity, inclusion, and belonging within your team and across the broader sales organization, fostering an environment where all team members can thrive

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed