Sales Director, Integrated Risk Management (IRM) Solution 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

The Role

We are looking for a motivated thought leader to drive the growth of our Risk and ESG Solution Sales GTM team focusing on the Central Region: Germany, Austria, CEE, and Switzerland. This leader must be a proven driver who loves building teams and businesses. This role requires great interpersonal skills to work cross functionally, as a trusted advisor to both the go to market field sales, pre-sales, customer success and partner organizations, as well as, with our product development and marketing teams. Your influence can have a far ranging impact. This is not the kind of opportunity that presents itself very often.

As a member of the Leadership Team of our Risk Business in EMEA, you will have a major impact on our future success. While customers have extended ServiceNow to digitize their internal business processes for years, this is a relatively new and exciting market focus for ServiceNow. We sit in a unique position to help our customers manage the risk of their digital transformation. Members of this team will have the opportunity to continue growing this business from a solid foundation to a multi billion dollar line of business, along with support from the business unit, executive staff, and GTM teams. Individuals applying for this role must be entrepreneurial and self-driven with a passion for breaking into markets and creating something new they can be proud of.

As the Director of Risk Sales for the Central Region, you will be responsible for helping to develop our go-to-market strategy and supporting strategic sales growth. You will share your knowledge and expertise to build a world class GTM team, drive market position and align with our product teams on customer outcomes.

What you get to do in this role:

· Develop a go-to-market model to build a multi-million dollar line of business in one of the largest and most strategic markets in EMEA; be the #1 GRC Technology provider in Germany, Austria, Switzerland and EEA.

· Continuously develop our team of specialised sellers to ‘Dream Big’ in developing innovative Risk & ESG solutions for global and international clients.

· Partner with the Region’s General Manager and Sales Directors to make sure we achieve success in sales and customer renewals.

· The leading spokesperson for the Risk & ESG Business in the region and thus speaking at conferences and client events.

· Lead, organize, and manage executive-level strategic planning, sales programs and operational cadence to drive operational excellence, continuous improvement and implement changes across our business in conjunction with functional leaders.

· Define programs for enabling the field sales and solution consulting teams to drive Risk workflow solution sales, adoption and value proposition

· Help develop and contribute to sales campaigns focused on Risk Solutions.

· Partner with our Global Alliance and Channel organization to build: sell to, sell with and sell through models

· Partner with the global leaders of Risk Sales, IT Transformation, and General Manager of the Risk business unit to build out a successful roadmap for the next 5 years

· Align as a trusted advisor and strategic team member to both sales and company executives in order to understand market conditions, customer requirements and challenges, and assist in strategically planning GTM, solution capabilities and strategic partnerships

· Influence and drive the right economic value model to support our unique solution capabilities

Qualifications

In order to be successful in this role, we need someone who has:

· Extensive sales leadership experience: recruiting and developing high performance teams selling into the Governance, Risk and Compliance domain

· Has a strong drive for results and ability to collaborate and influence in a “Win as a team” environment

· Who is passionate and knowledgeable about the Business Risk & ESG domains

· Experience working in leadership roles within matrixed organisations

· Strong people management skills with a passion for coaching and developing others to their highest potential

· Proven leadership skills inspiring people and building a business from start up to scale

· Proven ability in managing complex sales cycles from start to finish with a track record of successful revenue attainment

· Excellent interpersonal skills communicating and collaborating with both business and technical stakeholders at all levels with in an organization.

· Experience working collaboratively with product management, product marketing and product development.

· The successful candidate will be adaptable and flexible, able to work and thrive in a highly dynamic environment

Fluency in English and German essential