AWS销售主管 - 银行、保险、财富管理（美洲）
AWS Sales Executive - Banking, Insurance, Wealth Management (Americas)
#### 公司简介
一切始于工程师Fred Luddy为他的同事Phyllis编写了一段自动化繁琐任务的代码。她感动得喜极而泣。那一刻启发了Fred创建一家公司，让每个人都能摆脱琐事，专注于有意义的工作。如今，ServiceNow是企业转型的AI控制中心。我们的ServiceNow AI平台整合任何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，让技术和人才携手并进，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
我们正在寻找一位高度积极的领导者和团队成员，以推动和支持加速和扩大我们的AWS业务增长的计划。您将专注于银行、保险和财富管理行业的企业客户。该职位需要负责达成销售配额和管道预测。您将与客户、AWS以及ServiceNow的现场销售人员建立紧密关系，同时领导包括解决方案销售、解决方案咨询、合作伙伴、产品和运营在内的虚拟团队。
这是一个关键且战略性的职位，需要在销售、策略方面取得平衡，并具备“撸起袖子加油干”的态度。成功需要执行一个计划，以开发和加速AWS收入的增长，既针对现有顶级客户，也用于吸引新的企业客户。您必须是一位高度积极的团队成员，具备在快节奏、跨职能环境中工作的经验，变化是常态。您有能力建立广泛的高层关系。您有证明过的成果交付能力和执行力。您展现出强大的商业敏锐度，拥有出色的沟通技巧，能够有效建立关系，协商复杂的合同，并影响全球最大品牌的大额采购决策。
**您在这个职位中将负责以下工作：**
- 与美洲地区领导合作制定AWS销售计划，推动增长，并将其付诸实施。利用您对推动销售结果的热情来完成交易。
- 通过客户组织内部建立信任和深入的多层级关系，从业务单元团队到高管层面
- 与更广泛的ServiceNow解决方案团队合作，根据客户的战略成果开发基于ServiceNow的解决方案
- 管理关系
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
We are seeking a highly motivated leader and team player to drive and support a plan to accelerate and scale the growth of our AWS business. You will focus on enterprise customers in the Banking, Insurance, and Wealth Management industries. This role includes responsibility for meeting sales quota and pipeline forecasting. You will build close relationships with customers, AWS, and ServiceNow field sellers while leading virtual teams including solution sales, solution consulting, partner, product, and operations.
This is a key and strategic role that requires a balance of sales, strategy and a roll-up your sleeves and 'get it done' attitude. Success requires the execution of a plan to develop and accelerate the growth of AWS revenue both with top existing customers and to land new enterprise customers. You must be a highly motivated team player with expertise working in a fast paced, cross-functional manner where change is constant. You have the ability to establish broad senior level relationships. You have a proven track record of delivering results and getting things done. You demonstrate strong business acumen, have outstanding communication skills and are able to effectively build relationships, negotiate complex contracts and influence large purchase decisions for the biggest brands in the world.
**What you get to do in this role:**
- Create an AWS sales plan with Americas leadership to drive growth and then bring it to life. Leverage your passion for driving sales results to close.
- Build trust and deep multi-tiered relationships through the customers' organization, from business unit teams to CxO level
- Work with the greater ServiceNow solution teams to develop a ServiceNow solution based on the customer's strategic outcomes
- Manage relationships between ServiceNow, AWS and executive-level customers
- Present the value of the partnership evangelizing joint innovation use cases
- Negotiate complex contracts
- Build mindshare within AWS field sales leadership and account teams to drive sales
- Develop a clear roadmap across the customer, AWS and ServiceNow teams to promote an outstanding customer experience
- Ensure customers are at the center of everything. Deliver high-value outcomes for customers
- Ensure alignment with Value Selling (ie: Value Prompter), NowSell principles and partner 3-way sales
- Tackle strategic projects to smooth hyperscaler adoption across ServiceNow inclusive of operations, finance, reporting, enablement, and deal desk.
- Responsible for weekly pipeline reporting, progress updates, customer references, deal registration
- Work with marketing to plan events, land public customer references and drive customer engagement including stage presence at major events
**In order to be successful in this role, we need someone who has:**
- 10+ years of experience in large client management, and aligning account strategies to revenue opportunities
- 5+ years of experience as a Client Director or equivalent role with validated multi-million-dollar sales solutions experience and Executive level relationship management
- Previous sales experience in IT Service Management, HR, Security Operations, Customer Service and IT Operations Management (within software or IT sales organizations)
- Ability to understand broad, macro-level business and IT needs for the largest, most well-known brands in the world
#### Qualifications
- Background experience from a career working at ServiceNow and/or AWS
- Strong track record of exceeding sales targets by 150-200%
- High energy, enthusiasm, and passion for the business.
- Excellent understanding of growing and sustaining businesses in a highly competitive and changing marketplace
- Comfortable with ambiguity, complexity, and thinking on multiple levels of abstraction; demonstrates use of critical thinking techniques.
- Excellent spoken and written communication, interpersonal, relationship building skills
- Experience leading virtual and matrixed teams
- ServiceNow platform and AWS Cloud Practitioner training a plus (not required)
- Travel up to 50%
#### 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, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, 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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