EMEA Business Development Manager, Operational Technology GTM

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Customer Engagement and Deal Pursuit. 

· Collaborate closely with core account and solution sales teams to support new and existing accounts, drive executive level engagement, pipeline development, maturity and sales/growth of ServiceNow solutions. Priority is very large enterprise and targeted regional accounts. (All Accounts)

Account Strategy and Planning

· Collaborate closely with account teams, solution sales, inspire value, enterprise architecture and others to build account plans, strategies, and white space analysis. Participate in regional team meetings including QBR’s, EBC’s, customer executive meetings as well as internal team meetings and forecast calls. Priority is very large enterprise and targeted regional accounts both new and existing with an emphasis on closing new logo’s and growth of existing accounts. (All Accounts)

Industry GTM Strategy and Reporting

· Collaborating closely with corporate strategy, provide the Industry/Sub-Industry perspective to provide insight and analysis of how ServiceNow is currently performing as well as strategic guidance as to what ServiceNow should be focusing on in the Healthcare Provider industry as it relates to GTM activities and product investments. Continue to co- own/operate the ServiceNow Customer Advisory Board.

Partner Engagement

· In support of GPC Industry team, engage with strategic partners to ensure alignment on industry strategy, establish relationships with advisory practice leaders, and support joint sales pursuits. Focus effort on strategic partners for industry.

Marketing Engagement

· In support of industry, product, and field marketing, serve as SME and thought leader to provide input and direction on content creation. Serve as speaker as requested by marketing at industry and ServiceNow customer events. Identify accounts to capture customer stories & customer references

Product and Solution Development

· Collaborate with industry and horizontal product teams to identify and bring to market new product capabilities and solutions to support industry demand and opportunity.

Enablement Support

· In support of regional and industry enablement team, provide guidance and thought leadership to enablement needs and content. Participate in enablement delivery and also delivery of ad hoc enablement at the regional/local level as requested by sales teams.

To be successful in this role, candidates will usually have:

• Extensive track record of new business sales success including presentation and negotiation skills within industry and at C Level within the Operation Technology space
• New business sales success into Manufacturing, Automotive, Oil&Gas, Life Sciences etc
• Experience in an EMEA wide role desirable
• Strong strategic thinking including analytical and financial planning skills to meet and exceed quotas and goals.
• Ownership of accurate CRM reports including current and future quarterly forecasts and opportunity inspection
• Experienced in driving sales process and drive effective working relationships with Sales Operations
• Ability to understand the 'bigger picture' and business drivers around IT
• Ability to build long term strategic and senior level relationships
• Ability to adapt and work effectively within a rapidly changing and growing environment
• Demonstrates strong business and financial acumen
• Built self-motivated sales teams that embrace a culture of collaboration, enthusiasm, and overachievement
• Champions and promotes top performers, constantly develops and coaches the team and themselves, and topgrades appropriately
• Proven partner relationships and networks, and ability to grow the impact of revenue streams and territory development through the partner ecosystem
• Ownership of driving successful pipeline generation activities developed by marketing or the partner community
• Fluency in English with excellent presentation and story-telling skills
• Regional travel across EMEA

ServiceNow is an Equal Employment 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.

At ServiceNow, we lead with flexibility and trust in our distributed world of work. Click here to learn about our work personas: flexible, remote and required-in-office.

If you require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at talent.acquisition@servicenow.com for assistance.

For positions requiring access to technical data subject to export control regulations, including Export Administration Regulations (EAR), ServiceNow may have to obtain export licensing approval from the U.S. Government for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by the U.S. Government.

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