销售总监（身份解决方案）
Dir, Sales (Identity Solutions)
#### 公司简介
一切始于工程师Fred Luddy为他的同事Phyllis编写了一段代码，自动化了一个繁琐的任务。她感动得喜极而泣。这一时刻激励Fred创建了一家公司，让每个人都能享受到这种便利——让人们从琐事中解放出来，专注于更有意义的工作。如今，ServiceNow是企业重塑的AI控制中心。我们的ServiceNow AI平台整合了任何AI、任何数据和任何工作流程，帮助85%的财富500强®企业更聪明、更快、更好地工作。我们正在构建一种AI原生文化，让技术和人才携手不可阻挡。而我们才刚刚开始。
加入我们，让AI为人们工作。
#### 职位描述
**你在这个职位中将负责：**
- 组建一支直接的销售执行团队，推动该地区新业务的快速增长
- 与销售运营合作，制定该地区的销售策略，有效开展市场推广，包括了解该地区的竞争格局、存在情况和优势
- 积极参与区域规划、关系建立和机会开发，并通过支持和协助现场销售团队来推动收入
- 招聘、指导和培养团队成员以实现卓越表现
- 制定销售团队的区域和配额，并有效传达以设定团队内的绩效期望
- 管理并准确报告预测和销售管道给业务部门
- 需要按季度和年度达成年度销售目标
- 在高管会议中有效参与和对齐，以正确理解客户业务需求
- 与解决方案咨询、业务单元、专业服务、市场部、我们的合作伙伴社区以及ServiceNow高管团队建立有效的合作关系
- 通过定期的非销售客户互动活动，维护并扩大现有客户群，以提供出色的客户体验
#### 资格要求
**要在这个职位上取得成功，你需要具备：**
- 有利用或批判性思考如何将AI整合到工作流程、决策或问题解决中的经验。这可能包括使用AI驱动的工具、自动化工作流程、分析AI驱动的见解，或探索AI对该职能或行业的影响。
- 有丰富的新业务销售成功经验，包括在行业内和高管层面的演示和谈判技巧
- 在销售方面有显著的成功记录
查看英文原文
#### Company Description
It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.
Join us to put AI to work for people.
#### Job Description
**What you get to do in this role:**
- Build a team of direct Sales Executives to drive rapid new business sales growth in the region
- Build and drive sales strategy for the region in conjunction with Sales Operations to effectively Go-To-Market including understanding the competitive landscape, presence and strength within the region
- Actively engage in territory planning, relationship development and opportunity development and driving revenue by supporting and assisting Field Sales Teams in closing opportunities
- Recruit, coach and mentor team members to drive excellence
- Development of territories and quota for the sales team and effectively communicate to set performance expectations within the team
- Manage and report accurate forecast and pipeline to the business
- Achievement of annual sales goals on a quarterly and annual basis is required
- Engage and align effectively in C-level meetings in order to properly understand customer business requirements
- Build effective working relationships with Solution Consulting, Business Units, Professional Services, Marketing, our Partner community and the ServiceNow executive team
- Retain and grow existing customer base with regular non-sales customer engagement activities to deliver an excellent customer experience
#### Qualifications
**To be successful in this role you have:**
- Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry.
- Extensive track record of new business sales success including presentation and negotiation skills within industry and at C Level
- Strong success in recruiting, coaching and managing an exceptional sales team
- Strong strategic thinking including analytical and financial planning skills to meet and exceed quotas and goals.
- Ownership of accurate CRM reports including current and future quarterly forecasts and opportunity inspection
- Experienced in driving sales process and drive effective working relationships with Sales Operations
- Ability to understand the 'bigger picture' and business drivers around IT
- Ability to build long term strategic and senior level relationships
- Ability to adapt and work effectively within a rapidly changing and growing environment
- Demonstrates strong business and financial acumen
- Built self-motivated sales teams that embrace a culture of collaboration, enthusiasm, and overachievement
- Champions and promotes top performers, constantly develops and coaches the team and themselves, and topgrades appropriately
- Proven partner relationships and networks, and ability to grow the impact of revenue streams and territory development through the partner ecosystem
- Ownership of driving successful pipeline generation activities developed by marketing or the partner community
JV20
For positions in this location, we offer a base pay of **$170,850 - $281,900**, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.
#### Additional Information
**Work Personas**
We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. [Learn more here](https://careers.servicenow.com/life-at-servicenow#workpersonas). To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.
**Equal Opportunity Employer**
ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.
**Accommodations**
We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [globaltalentss@servicenow.com](mailto:globaltalentss@servicenow.com) for assistance.
**Export Control Regulations**
For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.
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