Director, Enterprise Sales - Healthcare (Provider) - WEST

ServiceNow•San Diego, CA

8d•$153,750 - $225,300

About The Position

The Director, Enterprise Sales – Healthcare (Provider) – West will lead regional sales growth by building and managing a team of Sales Executives. The role develops regional sales strategy and go-to-market plans with Sales Operations, supports territory planning and opportunity development, and helps field teams close business. It is accountable for recruiting, coaching, and developing the team; establishing territories, quotas, and performance expectations; maintaining accurate forecasts and pipeline; and achieving quarterly and annual sales goals. The director engages senior customer stakeholders to understand business requirements, builds long-term customer relationships, and works with internal teams and partners across Solution Consulting, Business Units, Professional Services, Marketing, the partner community, and ServiceNow executives. The role also supports customer retention and growth through ongoing non-sales engagement and promotes pipeline generation through marketing and partner activities.

Requirements

Experience leveraging or critically evaluating how to integrate AI into work processes, decision-making, or problem-solving.
Extensive record of new-business sales success, including presentation and negotiation skills within the industry and at C-level.
Success recruiting, coaching, and managing an exceptional sales team.
Strong strategic thinking, analytical skills, and financial planning skills to meet and exceed quotas and goals.
Ownership of accurate CRM reporting, including current and future quarterly forecasts and opportunity inspection.
Experience driving the sales process and developing effective working relationships with Sales Operations.
Ability to understand broader business drivers around IT.
Ability to build long-term strategic relationships with senior stakeholders.
Ability to adapt and work effectively in a rapidly changing and growing environment.
Strong business and financial acumen.
Experience building self-motivated sales teams that embrace collaboration, enthusiasm, and overachievement.
Ability to develop and coach team members, promote top performers, and make appropriate talent decisions.
Established partner relationships and networks, with the ability to grow revenue streams and develop territories through the partner ecosystem.
Ability to drive pipeline-generation activities developed by Marketing or the partner community.

Responsibilities

Build and lead a team of direct Sales Executives to drive new-business sales growth in the region.
Develop regional sales strategy and go-to-market plans with Sales Operations, including assessment of the competitive landscape and regional presence.
Participate in territory planning, relationship development, and opportunity development; support field sales teams in closing opportunities.
Recruit, coach, and mentor team members.
Develop sales territories and quotas, and communicate performance expectations.
Manage and report accurate forecasts and pipeline to the business, including CRM reporting and opportunity inspection.
Achieve quarterly and annual sales goals.
Engage in C-level meetings to understand customer business requirements.
Build effective working relationships with Solution Consulting, Business Units, Professional Services, Marketing, partners, and the ServiceNow executive team.
Retain and grow the existing customer base through regular non-sales customer engagement.
Drive successful pipeline-generation activities developed by Marketing or the partner community.
Develop a collaborative, motivated sales culture; coach and develop the team and promote top performers.