Technology Industry GTM Lead AMS

ServiceNow • Santa Clara, CA

91d • $160,580 - $265,020

About The Position

The Technology Industry Go to Market Lead (GTM) - AMS is a role that operates together with ServiceNow's customer-centric industry transformation sales teams as well as core functions within the firm (i.e., marketing, product, customer success & implementation partners, etc.) to identify and localize the ServiceNow Technology Industry solutions to the market and to specific customers / buying centers. S/he will closely align with our account teams in strategic Technology clients to seed and develop strategic opportunities based on Technology Industry industry solutions. S/he will serve as the main regional point of contact for the strategic technology accounts connecting with more senior and C-suite stakeholders, taking our messaging, communications and experience to the next level with an industry-based lens in their language, and considering their challenges and needs. The ideal candidate brings a grounded point of view, is visionary with the art of the possible, is fact-based and objective in his/her orientation and communication and serves as the key Subject Matter Expert (SME) stakeholder. S/he will closely align with our core and solution account teams across Technology sub-industries (i.e., Software, Hardware, Hyperscaler, SI/MSP and Data Center), to seed and develop strategic opportunities based on Technology 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 top Technology accounts across the region.

Requirements

• 10+ years of experience in the Technology Industry with proven success in guiding strategy, operations and day to day functions within a Technology company.
• 5+ years of ServiceNow Platform experience in IT Operations.
• 5+ years Technology Industry organizations as a subject matter expert or in a business development, business consulting, solution consulting, or similar capacity.
• Exceptional written and verbal communication skills - strategic, top down, concise.
• Ability to develop trusted advisor relationships with customers and sales organizations; demonstrated ability to advise and influence senior leaders, multiple teams / departments on strategy, messaging and customer engagement.
• 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.

Responsibilities

• Operate as the industry expert for Technology Industry, introducing and educating executives and senior leaders to ServiceNow through leadership and participation with customers at industry events, executive business reviews, etc.
• Partnering 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 highlighting business value and competitive differentiators.
• Leading priorities with select (top 3-4) partners to support in industry leadership positioning, enablement and customer development.
• Analyzing the regional business to understand trends, opportunities, needs, KPI impact and movement against goals.
• Utilizing data to influence/change behaviors to drive results and reinforce high-yield actions.
• Devising a multi-year strategy to penetrate the local market while also updating a tracker with the status of existing opportunities and key areas of pursuit.

Benefits

• Base pay of $160,580 - $265,020, plus equity (when applicable), variable/incentive compensation and benefits.
• Health plans, including flexible spending accounts.
• 401(k) Plan with company match.
• Employee Stock Purchase Plan (ESPP).
• Matching donations.
• Flexible time away plan and family leave programs.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Industry: Professional, Scientific, and Technical Services