Strategic Customers Business Development Director

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 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be one of FORTUNE 100 Best Companies to Work For® and World's Most Admired Companies™.

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

Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.

What you get to do in this role:

We are looking for a head of Strategic Deal in our North region (Netherlands, Belgium, Sweden, Denmark, Norway & Finland) reporting to the Major Area Leader. The ideal candidate is an expert in building large deals in the Iaas and Saas industry but with knowledge of program managing strategic deal initiative, business processes, system landscapes, and solutions crossing key industry segments such as, financial services, Retail, automotive, and consumer goods. You have a point of view on how operational transformation can differentiate the employee, customer, partner, supplier, and dealer experience in the Region. You have experience building, launching and selling enterprise software solutions in the region. And you are passionate storyteller with the ability to communicate an innovative vision and roadmap internally and to the market.  

This role will serve as ServiceNow’s Strategic Deal director and a key partner to ServiceNow’s North Sales organisation. The Strategic Deal Director will closely align with our North account teams in several strategic clients to seed and develop strategic opportunities based on ServiceNow solutions. And you will build trusted relationships with customer and partner executives, partner with sales leaders and account teams, and be a significant contributor to the revenue growth in our Marquee and other Strategic accounts. 

Primary focus for this Director to directly is to engage with customer executive teams, Inspire Value Team and Architect to help articulate the tangible, strategic, and financial impact that our platform can deliver to their organizations. Ultimately as a team we prepare provocative and visionary business proposals for CEOs, General Managers, and CxOs/SVPs of our most strategic customers. The Director of Strategic Deals will be in charge of the development of Mid and long term plans within our Marquee and Strategic accounts (including New logo) to support our Growth.

We are looking for highly talented, structured, inquisitive, creative and passionate individuals. You will coordinate with the extended team the Strategic plans that will enable our key customers or prospects to meet their key strategic and financial objectives, help tackle their most business-critical challenges, and enable rapid growth, scalability, and dexterity.
 

Responsibilities:

* Coordinate development and ambition of NORTH Marquee and Strategic Customer Business plan

* Ensure that the account develop and deliver compelling business case presentations and financial models aimed at identifying, accelerating, justifying, and/or expanding sales opportunities

* Work closely with prospective and existing customers, alongside sales and other functions, to identify, prioritize and quantify key business drivers (metrics), and help customers understand how our solutions will help them achieve their strategic and financial goals

* Partner with Inspire Value and industry and team management to define and develop thought leadership and points of view content needed to support growth and scalability objectives

* Prepare thought-provoking executive proposals to engage customers in long-term business relationships

* Assist in the development and delivery of custom proposals and deal structures, and share insights with sales leadership to help manage deals and prepare for negotiations

Qualifications

• To be successful in this role you have   15+ years working in or selling into organizations as Sales Director, business development, business consulting, project manager, solution consulting, or similar capacity.  Familiarity with Business application software product and operational processes and the landscape and patterns of key industries in core ERP,, CRM , HR ITSM or Move to Cloud

• Strategic Planning: Ability to create and drive the North Go-To-Market strategic business plan with clear pathways to revenue targets across target account strategies, industry solutions and partnership. History of being accountable to revenue and pipeline goals.

• Solution Sales Success: Passion for and track record of collaborating with global sales teams (Account Executives, Solution Consultants, Product Sales, Value selling) as a trusted advisor to seed and develop strategic opportunities based on IT solutions.  Experience enabling Sales on business message, solutions, and resources available, developing high touch and at-scale sales programs, and partnering with global sales teams to seed and advance strategic solution-based opportunities.

• Cross-Functional Execution: Proven ability to generate results in a highly matrixed organization, collaborating with Sales, Pre-Sales, Marketing, Sales Enablement, and Alliances organizations around a common Big deal strategy.

• Customer Engagement: Ability to present to large customer audiences and build credibility with CxOs. Proven track record of and passion for building relationships with sales teams as a trusted advisor on account strategy and strategic opportunities

• Ability to achieve revenue growth and solution revenue growth targets for their overall region and accounts, in partnership with the direct account sales teams

• Strong executive presence and presentation / facilitation skills, comfortable collaborating with and presenting to C-suite executives, including poised, confident objection handling abilities

• Creative, high energy, entrepreneurial self-starter comfortable running initiatives and programs independently within a start up-paced technology company

• Ability to develop trusted advisor relationships with customers and sales organizations

• Familiarity with ServiceNow and/or the digital workflow technology market

• Ability to travel up to 30 % of the time (across the North region of countries)

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.

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.

From Fortune. © 2022 Fortune Media IP Limited All rights reserved. Used under license.

Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of, ServiceNow.