Sr. Dir., Automotive Industry GTM

ServiceNow • Chicago, IL

324d • $194,950 - $321,650

About The Position

The Go to Market (GTM) leader for Automotive is a role that operates together with ServiceNow’s customer-centric industry transformation sales teams as well as with other key functions within ServiceNow (i.e., marketing, product, customer success & implementation partners, etc.) to identify and verticalize the ServiceNow Automotive industry solutions to the AMS market and to specific customers / buying centers. S/he will closely align with our Automotive account teams to seed and develop strategic opportunities. S/he will serve as the main point of contact for the AMS based Automotive account sales teams. They will help our account teams to connect with more senior and C-suite stakeholders and take our messaging, communications and experience to the next level with an industry-based lens. The ideal candidate brings a powerful combination of: Automotive industry experience acquired from working for one of the global OEM’s, working knowledge of how technology can and should be leveraged to drive transformation change in the Auto Industry, and experience in a customer facing role selling and delivering consulting services. S/he will closely align with our core and solution account teams across Automotive OEM’s and Tier One suppliers to seed and develop strategic opportunities based on the portfolio of ServiceNow’s Automotive industry solutions. S/he will build trusted relationships with customer and partner executives, partner with sales leaders, and be a significant contributor to the revenue growth in our Automotive accounts in North America and beyond. This leader is responsible for five specific areas of responsibility, including: Customer Focused Pipeline Development, Sales Oriented Pipeline Progression, Partner Development & Execution, Solution Design and Enablement, and Analyze, Drive & Report on The Business. A typical day involves equal parts brainstorming on how to go to market in region more effectively; presenting at industry and ServiceNow customer facing events operating as an Automotive Industry SME; participating in c-suite engagement opportunities; working with Industry leaders and “Big Bet” account teams on specific customers; and regularly meeting with key partner Automotive Industry leaders driving mature relationships that support opportunities and driving future pipeline.

Requirements

• 15+ years of experience in the Automotive Industry with proven success in guiding strategy, operations and day to day functions within an Automotive company, preferably at an Automotive OEM.
• 5+ years in an IT/Technology function in an automotive company.
• 5+ years at an Enterprise Software company focused on Automotive accounts serving as a subject matter expert or in a business development, business consulting, solution consulting, or similar capacity OR 5+ years at a top tier consulting firm designing and driving transformational change for Automotive clients.
• Exceptional executive presentation skills – in person, on zoom, C-level.
• Ability to develop trusted advisor relationships with customers and sales organizations.

Nice To Haves

• Experience producing thought leadership content and communications for an international audience.
• Resourceful, self-motivated and able to prioritize independently shifting workloads in a dynamic, high growth environment.
• Agile business mind; adept ability to work in a matrix organization structure with a highly distributed team.

Responsibilities

• Operate as the industry expert for the Automotive Industry, introducing and educating executives and senior leaders to ServiceNow through leadership and participation with customers at industry events, executive business reviews, etc.
• Partner with account executives and their teams to progress pipeline by infusing industry expertise into account strategy, forming relationships with key buying center executives, and helping shorten deal lifecycles.
• Develop and maintain relationships with Automotive practices within AMS based strategic partners to drive awareness, solution positioning, enablement and customer development.
• Identify new buying centers and use cases in Automotive that would benefit from ServiceNow.
• Analyze the ServiceNow Automotive business to understand trends, opportunities, needs, KPI impact and movement against goals.

Benefits

• Base pay of $194,950 - $321,650, plus equity (when applicable), variable/incentive compensation and benefits.
• Health plans, including flexible spending accounts.
• 401(k) Plan with company match.
• ESPP, matching donations.
• Flexible time away plan and family leave programs.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Bachelor's degree