AVP, Solution Sales - US Public Sector

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

The Area Vice President of Solutions Sales, US Public Sector, is a new role providing leadership and focus for our solution specialist teams driving sales across the breadth of ServiceNow’s platform.  This role is focused on driving sales across our portfolio, with a strong emphasis on multi-workflow solutions that cross our traditional workflow boundaries, with solutions designed to meet the needs of our customers.  This role will report directly into the VP of Public Sector Solutions, and will play a critical part in driving revenue growth by creating scale, speed and size across our product portfolio, in coordination with our account sales teams. 

Key outcomes for the new leader 

• Build a world-class high performing team recognized as a talent destination. 
• Develop cross-platform solution selling as a default motion within the broader Public Sector sales team
• Create innovative 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, product teams, AMS Solutions sellers, and other parts of the ecosystem within ServiceNow.   
• Collaborate closely with the matrixed Public Sector organizations (CEG, Partner, Support, Sales, etc.) to ensure customers rapidly realize value from their investment in the ServiceNow platform.   

Core Responsibilities 

• Establishing a new rhythm of working and collaborating across the different teams that matrix across Public Sector customers, as well as our core platform workflows
• Helping to define the team’s vision, priorities, and goals in partnership the VP of Public Sector Solutions, as well as the Solution Consulting teams who are aligned to the specific workflows
• The AVP will be responsible for developing, implementing and executing a strategic sales plan to achieve company sales targets and objectives with a focus on a balanced portfolio that aligns to each product’s individual goals, while also meeting our overall Sales goals. 
• This leader will assume leadership of a newly integrated team of sales managers and professionals from across the AMS organization, and will be tasked with building this team further, while supporting the culture and people in their career growth.   
• 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 workflow leaders, and driving alignment and prioritization with the broader sales business. 
• 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 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 and leading a complex, matrixed sales team recognized for its culture and results.  

• Experience leading other managers, and demonstrated ability to drive successful outcomes through influence across a matrixed sales organization. 
• Strategic sales experience with revenue achievement from selling multiple enterprise software offerings, while building loyal customers. 
• 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 up to 50% of the time. 

For positions in this location, we offer a base pay of $190,950 - $315,100, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

Equal Opportunity Employer

ServiceNow is an equal 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. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements. 

Accommodations

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance. 

Export Control Regulations

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

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