Director Americas, Finance & Supply Chain

Company Description

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

Job Description

Solution Sales is on a journey to innovate across ServiceNow’s go-to-market (GTM), delight our customers, and fuel our unparalleled climb to $16B.  We’re moving fast, and with this rapid scale and dynamic growth we’re hiring a Senior Director, Finance & Supply Chain Global Sales to build a GTM, unlock new market opportunities, and drive growth.

We are looking for a highly skilled and motivated global sales leader to help build and scale our Finance & Supply Chain business for the AMS region (North America, Canada and LATAM).  This leader must be a self-starter with a consistent track record of exceeding quota in a fast-paced sales environment. They will have superb leadership skills, high level of integrity, coaching acumen, strong executive presence and communication skills, and a passion for winning as a team.

This leadership position comes with the opportunity to play a pivotal role in growing a high profile, strategic business and driving lasting impact for the organization. The ideal candidate is a proven software sales leader, relationship builder, and an intellectually curious individual who can develop trust with key leaders and stakeholders across the organization. The candidate must be able to combine market domain expertise with sales execution excellence to drive action and deliver results.  

This leader will exemplify the “Hungry and Humble” ServiceNow mantra to extend the reach and influence of Solution Sales.

What you get to do in this role:

• Lead and manage the AMS team of Finance & Supply Chain Solution Sales specialists to drive the GTM, capture new markets and maximize NNACV.
• Build and execute the FSC sales incubation & growth strategy for the AMS region
• Achieve key KPI's of bookings to plan, pipeline creation, recruit to plan and talent development. 
• Establish & drive sales incubation best practices across the organization including reference accounts, demand gen activities, repeatable sales plays, enablement, partner activation.
• Be a trusted advisor and leader across the organization.
• Engage directly with customers at C-level to champion large deals and ensure success.
• Manage accurate forecasting, business performance plans and communications.
• Leverage a matrixed sales structure and partner closely with other specialist sales teams, core sales team, Solution Consulting team, ACE, Marketing, Industry and Product teams to build the FSC community, scale domain expertise across the company and accelerate growth. 
• Bridge market insights and intelligence to shape product pricing & packaging for GTM success. Inform the BU roadmap based on customer & market insights.

Qualifications

To be successful in this role, we need someone who has:

• 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. 
• 10+ years experience managing a direct field or specialist enterprise software sales team; specialist sales experience is a plus and global experience strongly preferred
• Deep domain expertise selling Finance & Supply Chain solutions
• Proven track record selling to Finance & Business stakeholders
• Sales management experience in large, global software companies (2,000+ employees); skilled at operating in a matrixed sales environment
• Strong experience managing multi-tiered customer relationships, selling to large customers and establishing relationships at the C-suite level
• A consistent track record of meeting and exceeding team quotas
• Experience attracting, retaining, and developing high performing, high potential talent through assessing, selecting, onboarding, coaching, and growing
• Demonstrated ability to coach and mentor sales talent
• Superior knowledge and demonstrated skills of sales techniques, customer interaction, customer relations
• Strong forecasting and business performance insights & reporting capabilities. 
• Strong organization, commu