Area VP of Sales, Federal Civilian

Job Description

The Area VP of Sales is a second line leader role focused on leading LEAPS, Land & Logistics, Science & Research, and Citizen Services verticals for the Federal Civilian business. In this role, the Area VP of Sales will manage and lead a team of (4) 1st line Regional Directors who have (6) individual contributors (Senior Account Executives) each reporting to them.

Role expectations include:

• Develop and execute on Federal Civilian focused vertical and horizontal sales strategies pushing further into the lines of business and mission driven initiatives.
• Continue to scale and grow market + revenue share by meeting and exceeding the assigned team quota, increasing enterprise-wide contracts, and landing strategic wins.
• Recruit a team of specialized sellers to drive the NOW Platform into the Customer Service office and the cross functional teams that support customer engagement.
• Empower and guide your team to build strategic account plans that focus on the longer-term joint success of its Customers and ServiceNow.
• Partner with our Global Alliance and Channel organization to executive a sell to, with and through model
• Able to establish and nurture relationships at the highest levels of organizations; intentionally focused on customer outcomes and success.
• Lead with a General Manager mindset leveraging a deep and wide support ecosystem as One Team.
• Delivers sales excellence by establishing a rhythm of the business that orchestrates team synchronization, accurate forecasting, and clear priorities + communication on a daily basis.
• Be deliberate in the development of the team’s growth, actively recruit top talent from Industry, and build winning teams.
• A Servant leader who drives energy, clarity, and a growth mindset across the business; elevates those around the tea

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

For positions in the DC Metro Area, we offer a base pay of $185,450 - $305,950, 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 plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.