Full-Time AVP, SI Sales

Overall RoleThe Area Vice President for Strategic System Integrators is a leadership role responsible for leading the sales team focused on selling the ServiceNow platform to our Strategic System Integrators. This role will report directly into the SVP of Strategic Technology and System Integrators. This role will play a critical part in driving revenue growth by managing our sell to motion to our system integrators and partnering closely with our Global Partnerships team.

Key outcomes for the new leader

• Build a world-class high performing team recognized as a talent destination.
• Take our SI accounts to the next level of strategic relevance by utilizing our platform.
• Create natural selling motions to construct large, strategic deals to improve the year-on-year growth of the business.
• Be a key interface with the partner organization, big deals team and other parts of the ecosystem within ServiceNow.
• Ensure a framework is in place to drive continued retention and success of our System Integrators ServiceNow platform adoption.

Core Responsibilities

• Helping to define the team’s vision, priorities, and goals in partnership with the major area leader.
• The AVP will be responsible for developing, implementing and executing a strategic sales plan to achieve company sales targets and objectives.
• This leader will assume leadership of growing the SI sales team, including Regional Sales Directors and Client Directors, to help drive complex deal transactions.
• Demonstrate a deep understanding of the planning process - including resource alignment to maximize the opportunity by product, industry and persona.
• Position the business to grow successfully beyond its current targets, increasing the revenue of the business significantly year on year.
• Excellent operational/analytical skills – cadence, reporting, forecasting experience.
• Translating business objectives into specific goals for the given area.
• Strong track record of recruiting, developing and retaining a high-performing sales teams.

To be successful in this role, we need someone who has:

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving.
• Experience managing a sales business with a solid track record of deal execution on a monthly + quarterly basis with consistent over-achievement of quota and revenue goals.
• A leader with a proven track record in building a complex, matrixed sales team recognized for its culture and results.
• Strategic sales experience with revenue achievement from selling multiple enterprise software offerings, while building loyal customers.
• Significant experience in enterprise software; ability to sell to C-suite and possess executive presence.
• C-level engagement, negotiation, account strategy, domain expertise, executive selling, large deal management and team leadership.
• Experience attracting, retaining, and developing high performing, high potential talent through assessing, selecting, onboarding, coaching, and developing.
• A track record of managing a growing team in different geographical locations.
• Optimistic attitude, competitive, strong work ethic, humility, excellent team builder and communication skills.
• The willingness and ability to travel 50% of the time.

Compensation: $171,850 - $283,600, plus equity (when applicable), variable/incentive compensation and benefits.

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