Strategic Customers Sales Director

**Company Description**
It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

We are looking for a **Strategic Customers Sales Director, **to drive growth on Top Strategic accounts and lead Big Deals Initiative for EMEA SOUTH region (France, Italy, Israel, Iberia and MEA), reporting to the Regional GVP.

**Responsibilities**
- Achieve annual sales goals on a quarterly and annual basis for the defined Top Strategic customers.
- Build and drive sales strategy for the Top Strategic customers, in conjunction with account teams to effectively drive growth, including understanding the competitive landscape, presence and strength.
- Actively engage in territory and account planning, from setting bold ambition, seeding and developing strategic opportunities, positioning ServiceNow as a strategic platform within these customers, to executing the plan (leveraging internal strategic resources, Executives, EBC, partners, influentials stakeholders...) and closing.
- In partnership with the Account team, engage with Customer CxOs, to properly understand customer business requirements and develop large transformational deals, from shaping through closing.
- Represent ServiceNow in senior customer facing roles as sponsor, strategist and negotiator.
- Coach and mentor extended account team members of the Top Strategic customers, to drive new business sales growth, and execute large deal shaping and landing.
- Provide regular feedback on account team performance and development needs, to their line managers.
- Consultative approach on quota for the sales team and effectively communicate to set performance expectations within the team.
- Synthesize sales insights from strategic customers to influence corporate strategy.
- Internal/external cross-functional facilitation to engage the right people at the right time.
- Drive Big Deal thinking and shaping, as well as best practice sharing across Extended Account Teams of the Top strategic customers in EMEA SOUTH.

**Qualifications** Qualifications - To be successful in this role you have**:

- Extensive track record of new business sales success and growth on strategic customers, including presentation and negotiation skills within industry and at C Level.
- Strong strategic thinking including analytical and financial planning skills to meet and exceed quotas and goals.
- Ability to understand the 'bigger picture' and business drivers.
- Strong networking skills, building long term trusted relationships with customer and partner Executives, as well as our internal decision makers and sales organizations.
- Proven partner relationships and networks, leveraging partner ecosystem in driving growth at Customers’.
- Strong leadership, Cross-functional coordination and decision-making abilities.
- Capacity to engage, motivate and coach account team, towards overachievement and pre-set ambitions.
- Ability to adapt and work effectively within a rapidly changing and growing environment.
- Fluency in English. French and additional language from EMEA SOUTH countries is a plus.
- Ability to travel 50% of the time, adapting to business requirements.

JV20

**Additional Information** Work Personas**

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work. Learn more here.

**Equal Opportunity Employer**

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.

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