Full-Time AMS Go To Market Leader - Consumer Goods

AMS Go To Market Leader – Consumer Goods Job Description

The Americas (AMS) Go to Market (GTM) leader for Consumer Goods operates with ServiceNow's customer-centric industry transformation sales teams. It also partners with other key functions (marketing, product, customer success, implementation partners, etc.) to verticalize ServiceNow Consumer Goods industry solutions in the AMS market and specific customer buying centers.

Key Responsibilities:

• Closely aligns with Consumer Goods account teams to develop strategic opportunities.
• Serves as the primary contact for AMS-based Consumer Goods account sales teams.
• Helps account teams connect with senior stakeholders (C-suite), enhancing messaging, communications, and customer experience with an industry-focused lens.
• Aligns with core and solution sales account teams to seed and develop strategic opportunities based on ServiceNow's Consumer Goods solutions.
• Builds trusted relationships with customer and partner executives, collaborating with sales leaders to contribute to revenue growth.

Areas of Responsibility:

1. Customer Focused Pipeline Development:
• Acts as the Consumer Goods industry expert, educating executives and senior leaders about ServiceNow through participation in industry events, executive reviews, etc., directly generating new pipeline.

2. Sales Oriented Pipeline Progression:
• Partners with account executives to progress pipeline by infusing industry expertise (solutions, messaging) into account strategy.
• Develops relationships with key buying center executives, helping shorten deal cycles by highlighting business value and competitive differentiators.

3. Partner Development & Execution:
• Develops and maintains relationships with Consumer Goods practices within strategic partners to drive awareness, solution positioning, enablement, and customer development.

4. Solution Design and Enablement:
• Identifies new buying centers and use cases for ServiceNow in the Consumer Goods industry.
• Partners with marketing to design and build solutions for customers, generating value and enabling transformation throughout the value stream.

5. Analyze, Drive & Report on the Business:
• Analyzes the AMS Consumer Goods business to understand trends, opportunities, needs, KPI impact, and goal progress.
• Uses data to influence behaviors and drive results, reinforcing high-yield actions.
• Develops multi-year strategies to penetrate the local market, tracking opportunity status and key pursuits.
• Maintains a ‘north star’ point of view while managing daily urgent requests.

Typical Day:

• Brainstorming for improved go-to-market strategies.
• Presentations at industry and ServiceNow customer events (as industry SME).
• C-suite engagement opportunities.
• Collaboration with industry leaders and “Big Bet” account teams.
• Regular meetings with partner Consumer Goods leaders.

Key Partners:

• Industry & Field Marketing
• Field Sales & Solution Sales
• Product teams
• Global Partner & Channel Enablement
• Industry Enterprise Architects

Maintains awareness of broader ServiceNow and Global Sales priorities, programs, and communications.

Qualifications:

• 15+ years in the Consumer Goods Industry, ideally at a large global manufacturer, with proven success in guiding strategy, operations, and day-to-day functions.
• 5+ years in IT/Technology within a consumer goods company, or 5+ years at an Enterprise Software company focusing on consumer goods accounts, or 5+ years at a top-tier consulting firm.
• Exceptional presentation skills (in-person, Zoom, C-level)
• Strong advisor relationships with customers and sales organizations.
• Advising and influencing senior leaders.
• Experience producing thought leadership content.
• Resourceful, self-motivated, and able to prioritize independently.
• Agile business mind, adept at working in a matrix organization.
• Proven ability to achieve revenue targets.
• Superior organizational skills, able to prioritize effectively.
• Ability to travel up to 50%.
• Bachelor's and/or Master's degree in Business, Technology, Engineering, or related fields.

Compensation:

$178,010 - $293,790 base pay (location dependent) + equity (when applicable), variable/incentive compensation, and benefits.

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