Sr. Global Solution Sales Executive – Operation Technology Go-to-Market

Job Description

Solution Sales is on a journey to innovate across ServiceNow’s go-to-market (GTM), delight our customers, and fuel our unparalleled climb to $16B. We are moving fast, and with this rapid scale and dynamic growth we are hiring a strategic sales & GTM leader to drive growth, scale and consistency. 

The Sr. Global Solution Sales Executive – Operation Technology Go-to-Market will spearhead market success for the Technology Workflow Businesses. This role will focus on driving growth strategy, enhancing solution sales capabilities, and orchestrating cross-functional ecosystem efforts to build a robust sales pipeline and capture market opportunities. As a seasoned sales executive, you will apply your expertise to drive business growth in partnership with various cross-functional teams, including sales, specialist sales, product, marketing, partners, and other key stakeholders. 

This role offers a unique opportunity to make a substantial impact on the organization's growth and success. The ideal candidate is a proven sales & GTM leader with the ability to collaborate effectively, foster relationships, and demonstrate a keen intellectual curiosity that builds trust with senior leaders and stakeholders throughout the organization. The candidate must bring a combination of GTM expertise, deep product & market domain knowledge, and sales excellence to drive results. 

Key Responsibilities: 

• Operational Technology Focused: Develop and maintain strong relationships with key accounts, priority customers, partners, and the industry at large. Align as Executive Sponsor on key accounts. Meet Revenue targets. 
• GTM Strategy Development: Apply a business owner mindset to build and execute growth strategies in partnership with product, sales & cross-functional business partners to establish ServiceNOW as the leader in this space 
• Solution Sales Specialist “Force Multiplier”: Partner with global cross-functional teams to drive growth priorities, including demand generation, sales play construction, customer events and help geo-aligned solution sales specialist teams to ensure effective adoption and execution of strategies, plays, and activities. 
• Thought Leader & GTM Voice: Earn trusted advisor status across the organization & externally through deep domain expertise and innovative thinking. Represent the Workflow in global forecast calls, quarterly product reviews, acquisition considerations, and various GTM planning activities from a sales perspective. 
• Market Insights: Analyze the business to support proactive strategy development, opportunity discovery, and get-well initiatives. Bridge market insights and intelligence to shape product pricing and packaging for GTM success; lead the field in providing product feedback and to inform the business unit roadmap. 
• Specialist Community Development: Foster and expand the specialist sales community and culture, define enablement priorities, and ensure competitive readiness for your business. 
• Long-Range Planning: Provide industry expertise and consultation for long-range and annual planning efforts, including growth objectives, prioritization, enablement needs, demand gen, sales incubation approaches, and other critical sales activities. 
• Matrixed Team Leadership: Lead and inspire a geographically dispersed, x-functional team dedicated to workflow GTM success and delivering on revenue targets.  
• Sales Evangelism: Actively represent the portfolio in customer and partner-facing events, as well as executive briefings. 
• Alliances and Channel Ecosystem Collaboration: Collaborate with the ACE organization to develop GTM partners for workflow growth objectives. 
• Multi-Workflow Strategies: Work in partnership with Global WF Leaders and BU GTM peers to develop multi-workflow strategies. 
• Business Development Strategies: Create and execute strategies for building a healthy pipeline, driving growth, and fostering innovation. 

Qualifications

• 7-10+ years' experience in Industry Solution sales, business development, and GTM strategy. 
• Proven enterprise software sales experience in a large, global, matrixed sales organization, with specialist sales experience preferred. 
• Demonstrated success partnering with senior product leaders to build and grow businesses.  
• Expert sales, industry and product knowledge related to the XYZ business. 
• Excellent communication skills with the ability to influence at all levels. 
• Experience presenting to large internal and external audiences, including customer and partner events. 
• Strong understanding of customer buying preferences, market dynamics, and key drivers to craft effective sales GTM strategies. 
• Consistent track record of meeting and exceeding team quotas. 
• Strong knowledge of sales techniques, customer interaction, and customer relations. 
• Proficient in forecasting, financial metrics, ROI assessment, and market insights analysis. 
• Proven track record of selling to large enterprise-level customers and established relationships at the C-suite level. 
• Strong organizational, communication, teamwork, presentation, problem-solving, and time management skills. 
• Experience in inspiring global, matrixed teams to follow best practices. 
• Self-starter with a collaborative "win as a team" approach. 
• Global role or international experience is a plus.