AVP, SI Sales

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

Overall Role

The Area Vice President for Strategic System Integrators is a leadership role responsible for leading the sales team focused on selling the ServiceNow platform to our Strategic System Integrators. This role will report directly into the SVP of Strategic Technology and System Integrators. This role will play a critical part in driving revenue growth by managing our sell to motion to our system integrators and partnering closely with our Global Partnerships team.

Key outcomes for the new leader

• Build a world-class high performing team recognized as a talent destination.
• Take our SI accounts to the next level of strategic relevance by utilizing our platform.
• Create natural selling motions to construct large, strategic deals to improve the year-on-year growth of the business.
• Be a key interface with the partner organization, big deals team and other parts of the ecosystem within ServiceNow. 
• Ensure a framework is in place to drive continued retention and success of our System Integrators ServiceNow platform adoption.

Core Responsibilities

• Helping to define the team’s vision, priorities, and goals in partnership with the major area leader.
• The AVP will be responsible for developing, implementing and executing a strategic sales plan to achieve company sales targets and objectives.
• This leader will assume leadership of growing the SI sales team, including Regional Sales Directors and Client Directors, to help drive complex deal transactions.
• Demonstrate a deep understanding of the planning process - including resource alignment to maximize the opportunity by product, industry and persona.
• Position the business to grow successfully beyond its current targets, increasing the revenue of the business significantly year on year.
• Excellent operational/analytical skills – cadence, reporting, forecasting experience.
• Translating business objectives into specific goals for the given area.
• Strong track record of recruiting, developing and retaining a high-performing sales teams.

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.
• Experience managing a sales business with a solid track record of deal execution on a monthly + quarterly basis with consistent over-achievement of quota and revenue goals.
• A leader with a proven track record in building a complex, matrixed sales team recognized for its culture and results.
• Strategic sales experience with revenue achievement from selling multiple enterprise software offerings, while building loyal customers.
• Significant experience in enterprise software; ability to sell to C-suite and possess executive presence.
• C-level engagement, negotiation, account strategy, domain expertise, executive selling, large deal management and team leadership.
• Experience attracting, retaining, and developing high performing, high potential talent through assessing, selecting, onboarding, coaching, and developing.
• A track record of managing a growing team in different geographical locations.
• Optimistic attitude, competitive, strong work ethic, humility, excellent team builder and communication skills.
• The willingness and ability to travel 50% of the time.

For positions in this location, we offer a base pay of $171,850 - $283,600, 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 p