Full-Time AVP Retail GTM

The AVP, Global Retail Industry GTM will be the first of its kind in our transformation to an industry-forward journey. This newly created position will be responsible for helming our integrated strategy and go-to-market execution across our Retail sub-industry verticals with the ultimate outcome being an even greater acceleration of our Retail industry Net New ACV across our platform of products and solutions. This position reports to the SVP, Global Industries.

A compelling candidate brings a unique combination of experiences, spanning executive leadership as an operator in the Retail industry, a deep understanding on enterprise software and technology, and depth of expertise in strategic consulting. This leader is not afraid to “roll up their sleeves” and is equally comfortable devising multi-year strategies and updating an implementation tracker with the status of initiatives. S/he thrives in a high growth, fast-paced environment, and can maintain a ‘north star’ point of view despite managing the urgent requests of a given day. A typical day involves equal parts brainstorming on how to go to the next level on Retail; leading cross-functional pod work to drive better, tangible customer outcomes; working with Industry partners (e.g., Field Sales, Product, Marketing, Partner, Customer Excellence, Enablement) on specific trends and opportunities that beget new thinking around how we go to market; and, leading from the front with our customers in inspiring ServiceNow as the Retail Platform for Business Transformation. Over time, this implies the ability to embed a new industry, customer-centric muscle and experience set in a consistent, scalable way.

Core KPIs include: Retail NNACV growth, pipeline development, win rate improvement.

What you’ll do:

• Serve as ServiceNow’s face of retail, including executive meetings, Marquee events (e.g., Knowledge, World Forums), third party events (e.g., NRF, Shoptalk), bringing thought leadership and transformational impact and stories to bear

• Align deeply with verticalized field sellers (e.g., Head of Retail for AMS) on priority customers, GTM messages, and execution to ensure successful NNACV target delivery

• Build and execute a multi-year growth strategy for the Retail industry, including organic plays, CorpDev/M&A plays, partnerships and resourcing requirements for growth

• Design a set of priority solutions for Retail to inform GTM strategy and execution, including the bill of materials underpinning each solution area (e.g., solution positioning, demos, customer stories)

• Define a set of priority GTM partners, embedding focused solutions in the partnership, and ensuring that these are successful through diligent monitoring

• Promote and generate Retail customer transformation stories in partnership with customer advocacy, PR, comms

• Maintain active pulse and analysis on the Retail business performance, including identification of trends, opportunities, and any risks to the business, with an emphasis on solution performance, pipeline health/quality and key customers

• Analyze, prep and moderate Retail Quarterly Industry Business Reviews with executive team, honing in on the top actions, needs and insights to take the Retail industry to ‘next’

• Serve as a member of our Industry GTM Leadership Team, partnering together with other industry leaders to inform shared approaches, learnings

• Build and nurture cross-functional relationships with internal business partners, including Sales, Product, Marketing, Enablement, Partner, Solution Consulting, Architecture, Strategy and Global Industries/Strategic Growth

• Partner with HR and finance to ensure appropriate budget planning, T&E tracking, and targets are consistently on track and met to deliver on KPIs