Area VP, Sales (Retail & Consumer Services Area)

Company Description

At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you. 

With more than 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be one of FORTUNE 100 Best Companies to Work For® and World's Most Admired Companies™.

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Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.

Job Description

What you get to do in this role:

We are looking for a proven and experienced senior sales leader to be responsible for leading the Retail and Consumer Services sales organization in the Eastern United States. This second-line leader will implement and execute growth plans to create demand in the market while leading, developing, and managing a team of field-based sales account teams, including a matrixed Business Unit Solution Sales model.  The sales leader will be focused on over-achieving with strong management skills and a consistent track record of exceeding quota in a fast-paced sales environment.  They will have a high level of integrity, coaching acumen, strong executive presence and communication skills, and a passion for leadership and winning. 

• Develop, communicate, and execute on a plan to grow the strategic accounts business
• Work cross functionally with industry matrix teams to develop industry specific GTM strategies in support of strategic customers
• Manage and lead a team of Sales Directors (1st line), and Account Executives
• Collaborate with business partners across Solutions Consulting, Field Marketing, Customer Success/Impact, Professional Services and Alliance and Channels to ensure alignment on go-to-market strategy 
• Leverage a matrixed sales structure that incorporates Solution Sales teams as an extension of the Field Sales teams 
• Manage your team talent development and consistent recruiting practices 
• Be a trusted advisor and leader who sets a high bar, leading from the front
• Establish and nurture relationships at the highest levels of organizations
• Manage accurate forecasting and communications 
• Drive customer success and value realization practices across your area 

Qualifications

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

• 5+ years’ experience managing a team of 1st line managers and field-based sales representatives in a matrixed sales environment in the enterprise software space overseeing significant strategic accounts
• A growth mindset 
• Strong experience managing multi-tiered customer relationships; demonstrated ability to coach and mentor 
• 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 developing 
• A track record of managing a growing team in different geographical locations 
• Superior knowledge and demonstrated skills of sales techniques, customer interaction, and customer relations 
• Strong forecasting and reporting capabilities 
• A proven and consistent track record selling to enterprise level customers and established relationship at the C-suite level 
• Strong organization, communication, teamwork, presentation, problem solving and time management skills 
• Experience inspiring the team to follow defined best practices 
• The ability to navigate and collaborate through complex opportunities 
• A competitive, can do, optimistic, realistic attitude, strong work ethic, humility and excellent team