AVP Sales - State and Local Government (SLG) - East Region

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

The Area Vice President for State and Local Government (SLG), East is a leadership role responsible for leading the sales team focused on selling the ServiceNow platform to SLG customers across the eastern US. This role will report directly into the VP of Sales, SLG & Education and will play a critical part in driving revenue growth by managing our sell to motion to our state and local government customers and partnering closely with our US Public Sector Team. 

Key outcomes for the new leader 

• Build a world-class high performing team recognized as a talent destination. 
• Take our SLG East 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 SLG government customers through ServiceNow platform adoption. 

Core Responsibilities 

• Helping to define the team’s vision, priorities, and goals in partnership with the VP, SLG & Education. 
• 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 SLG sales team, including Regional Sales Directors and Account Executives, 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 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 the District of Columbia, 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.