Area VP, East Commercial Sales

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™.

Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

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:

• Continue to scale and grow a territory by meeting and exceeding an assigned team quota 
• Execute on both vertical and horizontal sales strategies 
• Manage and lead a team of three to five 1st line sales managers who have five to seven individual contributors (Senior Account Executives) reporting to them. 
• Empower and guide your team to build strategic account plans that focus on longer term joint success of ServiceNow and the customer 
• Leverage a matrixed sales structure 
• Work with solution consulting, professional services, product line sales experts 
• 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 on a daily basis 
• Drive customer success practices across your area 

Qualifications

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

• 10+ years’ experience managing a team of field-based sales representatives in a matrixed sales environment in the enterprise software space to enterprise customers (over 5,000 employees) 
• Strong experience managing multi-tiered customer relationships; demonstrated ability to coach and mentor 
• A consistent track record of meeting and exceeding team quotas selling to large accounts (20,000+ employees) 
• 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 across the Eastern US 
• Superior knowledge and demonstrated skills of sales techniques, customer interaction, customers relations 
• Strong forecasting and reporting capabilities 
• A proven and consistent track record selling to large enterprise level customers and established relationship at the C-suite level 
• Strong organization, communication, team work, 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 building communication and listening skills 
• The willingness and ability to travel 50% of the time