Sales Director EMEA Central, Technology Workflows

Company Description

At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you. 

With more than 7,400+ customers, we serve approximately 80% of the Fortune 500, and we're on the 2021 list of FORTUNE World's Most Admired Companies®. 

Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

Job Description

We are looking for a motivated thought leader to help build and grow our Solution Sales practice across EMEA Central (DACH & Eastern Europe) for our Technology Workflows business. This leader must be a proven and trusted sales leader, who can influence, partner and advise across the matrix, including Solution Consulting, Sales, Alliance & Channel, Global Delivery and Marketing as well as, with our Business Units.

As the Sales Director, Technology Workflows, you will be responsible for partnering with our Country Leaders to develop our go-to-market strategy for Solution Sales and support strategic sales opportunities across EMEA North. You will share your knowledge and expertise to help prepare the markets for success on the road to 2025. This role will be reporting into the Area Vice President EMEA, Technology Workflows.

What you get to do in this role:

• Build and drive Technology Workflows sales strategy for Central EMEA in conjunction with Central EMEA Management team and Operations to effectively Go-To-Market

• Build a team of Specialist Sales Executives and Managers to drive new business and expansion sales growth in the region

• Own the Technology Workflow vision for the region and represent as key part of the Central EMEA Management team

• Drive the behaviour required, coach and mentor team members to drive excellence and focus on goals and priorities and elevate the skills required to be relevant to the C-level

• Align with Peers in Central EMEA Management team to ensure consistent goals, behaviour & operating model across teams

• Actively engage and coach managers in territory planning, relationship development and opportunity development and driving revenue by supporting and assisting Field Sales Teams in closing opportunities

• Development of territories and quota for the sales team and effectively communicate to set performance expectations within the team – then manage through cadence and rigour to drive predictability and consistency

• Manage and report accurate forecast and pipeline to the business by Area and Business Unit

• Achievement of annual sales goals on a quarterly and annual basis is required by Area and Business Unit

• Engage and align effectively in C-level meetings to properly understand customer business requirements as Exec Sponsor and provide lift to specialist team in their engagements

• Build effective working relationships with Solution Consulting, Specialist Workflows, Professional Services, Marketing, our Partner community and the ServiceNow executive team

• Retain and grow existing customer base with regular non-sales customer engagement activities to deliver an excellent customer experience

Qualifications

To be successful in this role you have:

• Proven record of Management in direct sales teams in region

• Strong success in recruiting, coaching, and managing an exceptional sales team

• Strategic thinking including analytical and financial planning skills to meet and exceed quotas and goals

• Experienced in driving sales process and drive effective working relationships with Sales Operations

• Experienced in driving engagement with Marketing and Go To Market functions to ensure Technology Workflows supported with pipeline development and opportunity maturity

• Ability to understand the 'bigger picture' and business drivers around Technology and represent to Management team

• Ability to build long term strategic and senior level relationships both internally and externally with customers and partners

• Ownership of accurate business metric reports including current and future quarterly forecasts and opportunity inspection

• Ability to adapt and work effectively within a rapidly changing and growing environment

• Demonstrates strong business and financial acumen with the ability to identify the gaps and build plans to bridge these

• Built self-motivated sales teams that embrace a culture of ownership, 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

• Extensive track record of new business sales success within industry and at C Level

Additional Information

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.

All new employees hired in the United States are required to be fully vaccinated against COVID-19, subject to such exceptions as required by law. If hired, you will be required to submit proof of full vaccination or have an approved accommodation, by your start date. Visit our Candidate FAQ page to learn more.

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 [email protected] 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.

Please Note: Fraudulent job postings/job scams are increasingly common. Click here to learn what to watch out for and how to protect yourself. All genuine ServiceNow job postings can be found through the ServiceNow Careers site.

Work personas

Work personas are categories that are assigned to employees depending on the nature of their work. Employees will fall into one of three categories: Remote, Flexible or Required in Office. 

Required in Office

A required in office work persona is defined as an employee who is contracted to work from or aligned to a ServiceNow-affiliated office. This persona is required to work from their assigned workplace location 100% of the work week based on the business needs of their role.

Flexible 

A flexible work persona is defined as an employee who is contracted to work from or aligned to a ServiceNow-affiliated office and will work from their assigned workplace location roughly 3 days/week or less (generally around 40-60% of the work week). Flexible employees may choose to work the remaining working time from their workplace location or home. Flexible employees are required to work within their state, province, region, or country of employment.

Remote

A remote work persona is defined as an employee who performs their responsibilities exclusively outside of a ServiceNow workplace and is not contracted or aligned to a ServiceNow-affiliated office, including those whose place of work (pursuant to their terms and conditions of employment) is their home. Remote employees are required to work within their state, province, region, or country of employment.