Full-Time AMS Go To Market Leader - Consumer Goods

Americas (AMS) Go to Market (GTM) leader for Consumer Goods is a role that operates together with ServiceNow’s customer-centric industry transformation sales teams to identify and verticalize ServiceNow Consumer Goods industry solutions to the AMS market.

Closely aligns with Consumer Goods account teams to seed and develop strategic opportunities.

Serves as the main point of contact for AMS based Consumer Goods account sales teams.

Helps account teams connect with senior and C-suite stakeholders, improving messaging, communications, and experience with an industry-based lens.

Requires experience leveraging or critically thinking about integrating AI into work processes.

Experience in:

• Consumer Goods industry (manufacturer)
• Technology leveraging for transformation change in Consumer Goods
• Customer-facing roles selling and delivering consulting services
• Go to Market roles in enterprise software companies

Closely aligns with core and solution sales account teams to seed and develop strategic opportunities.

Builds trusted relationships with customer and partner executives.

Partners with sales leaders and contributes to revenue growth in Consumer Goods accounts.

Responsibilities:

1. Customer Focused Pipeline Development:
• Industry expert in Consumer Goods.
• Educates executives and senior leaders about ServiceNow at industry events and business reviews.
• Drives new pipeline creation.
2. Sales Oriented Pipeline Progression:
• Partners with account executives to progress pipeline.
• Infuses industry expertise into account strategy.
• Forms relationships with key buying center executives.
• Shortens deal lifecycles highlighting business value and competitive differentiators.
3. Partner Development & Execution:
• Develops and maintains relationships with Consumer Goods practices within AMS strategic partners.
• Drives awareness, solution positioning, enablement, and customer development.
• Accelerates customer-focused pipeline priorities.
4. Solution Design and Enablement:
• Identifies new buying centers and use cases in Consumer Goods.
• Partners with marketing to design and build solutions.
• Creates solutions to generate value and enable Consumer Goods customers to transform their value streams.
5. Analyze, Drive & Report on The Business:
• Analyzes AMS Consumer Goods business to understand trends, opportunities, needs.
• Understands KPI impact and movement against goals.
• Influences/changes behaviors to drive results.
• Reinforces high-yield actions.
• Develops multi-year strategies to penetrate the local market.
• Updates trackers on opportunity status and key pursuit areas.

Thrives in a high-growth, fast-paced environment.

Maintains a ‘north star’ point of view while managing urgent requests.

Equal parts brainstorming, presenting at industry and customer events, participating in C-suite engagements, working with Industry leaders, and meeting partner leaders.

Key Partners: Industry & Field Marketing, Field Sales, Solution Sales, Product teams, Global Partner & Channel Enablement, Industry Enterprise Architects.

Maintains pulse on broader ServiceNow and Global Sales priorities, programs, and communications.

Advise on ideal messaging, channels, and approaches to deliver best possible solutions.

Requirements:

• 15+ years in Consumer Goods, guiding strategy, operations, and day-to-day functions, preferably at a large global manufacturer.
• 5+ years in IT/Technology function in Consumer Goods.
• 5+ years at an Enterprise Software company focused on Consumer Goods accounts or top-tier consulting firms designing and driving transformational change.
• Exceptional presentation skills (in-person, Zoom, C-level).
• Trusted advisor relationships with customers and sales organizations.
• Advise and influence senior leaders on strategy, messaging, and customer engagement.
• Thought leadership content and communications for international audience.
• Resourceful, self-motivated, independent prioritization in a dynamic environment.
• Agile business mind, adept at working in matrix organization with a highly distributed team.
• Proven ability to achieve revenue targets.
• Superior organizational skills and prioritization abilities.
• Up to 50% travel.
• Bachelor's/Master's degree in relevant field.

Compensation: $178,010 - $293,790 base pay + equity, variable/incentive compensation, and benefits (location-dependent). Competitive OTE for sales positions.

Additional Information:

Inclusivity, diverse backgrounds, and willingness to dream big are valued.

Specific Work Personas (flexible, remote, or in-office) depend on role nature.

Equal Opportunity Employer

All qualified applicants receive consideration for employment without regard to protected characteristics.

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