Business Development Manager - Global Business Services (GBS) - EAST

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. 

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Job Description

Reports to AVP, Global Business Services GTM 

Solution Sales is on a journey to innovate across ServiceNow’s go-to-market (GTM), delight our customers, and fuel our unparalleled climb to $16B. We are moving fast, and with this rapid scale and dynamic growth we are hiring Global Business Services Business Development Managers (BDMs) to capitalize on our opportunity to transform the world of work for customers who deploy Global Business Services (GBS).  

ServiceNow offers an unparalleled solution set for GBS, bringing together IT, HR, Supply Chain, Finance/ERP and Customer Service offerings within a unified and integrated platform.  GBS BDMs will partner cross-functionally to accelerate our GTM within this rapidly growing space.  Key focus areas will include crafting the GBS GTM strategy, evangelizing the ServiceNow platform, upleveling field capacity to sell to GBS buyers, and shaping cross-functional ecosystem activities to build pipeline and capture market opportunities. They will work as part of a small global team of BDMs with deep domain expertise. In addition, they will support solution market development, demand generation, pipeline maturity and lend expertise to our most critical GBS engagements. 

This position comes with the opportunity to play a pivotal role in growing the business and driving lasting impact for the organization. The ideal candidate is a proven seller, expert at partnering with field teams, a superb relationship builder, and an intellectually curious individual who can develop trust with senior leaders and stakeholders across the organization. The candidate must be able to combine GTM expertise, product/market knowledge and sales GTM excellence to drive action and deliver results.  

In this role, you will drive cross-functional collaboration to execute strategic initiatives and contribute to our continued growth, help uplevel the GBS proficiencies of the core team and engage with key pursuits and Accounts. This role requires a seasoned professional with sales leadership, business development, strategy and operations expertise.  

What you get to do as a GBS BDM: 

• Build integrated and unified GTM strategies in partnership with workflow/business unit & cross-functional business partners including marketing, Strategic Accounts, partner, geo-aligned solution sales, core field sales and others.  Shape an integrated and unified GTM strategy. 

• Contribute as part of a small, geographically dispersed team of business development managers to accelerate the business and drive GTM success.   

• Own the multi-quarter business performance view, continuously track & monitor key metrics to ensure success, recommend course correction & success initiatives.  

• Be a GBS sales evangelist; actively represent the portfolio in large scale 1:Many customer and partner facing events and 1:1 executive briefings.  Build ServiceNow’s brand and market presence in the GBS space. 

• Bring deep domain expertise to help win top GBS deals.  

• Bridge market insights and intelligence to shape product pricing & packaging for GTM success. Inform the BU (Business Unit) roadmap based on customer & market insights. 

• Partner with Marketing to tune customer and field collateral to empower the success of our field sales teams. 

• Provide guidance on target account selection and prioritization.  Partner closely with geo-aligned solution sales specialists and core sales teams to help them execute GBS plays and activities. 

• Facilitate best practice sharing between field teams and support a strong virtual community of interest around GBS. 

• Proactively collaborate with the Global Partners and Channels organization to develop GTM partners to deliver and deploy GBS solutions.   

• Define GBS enablement priorities, expand field domain expertise, uplevel competitive readiness.  

Qualifications

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

• Current location in major metro area of US, East

• 10+ years experience in sales, business development and GTM strategy within the Enterprise Software industry

• Deep sales, market and product knowledge relating to Global Business Services, with proven enterprise software sales experience in a large BD organization 

• Past BD experience in Cloud Based Business Applications (such as HR, Supply Chain, Finance/ERP and Customer Service) strongly preferred

• Experience partnering with Global Systems Integrators, Cloud Hyperscalers (i.e AWS, Azure, GoogleCloud) and/or Professional Services to scale digital transformation for end customers

• Experience presenting to large internal and external audiences including customer & partner events

• Understanding of customer buying preferences, market dynamics and key drivers with ability to crafty and align sales GTM strategies accordingly (Enterprise Software)

• A consistent track record of sales excellence; meeting and exceeding team quotas 

• A proven and consistent record of accomplishment selling to large enterprise level customers and established relationship at the C-suite level  

• Experience inspiring global, matrixed teams to share and follow defined best practices  

• A self-starter with a “win as a team” approach 

• Willingness to travel 30-50% of the time. 

For positions in NYC or DC Metros, we offer a base pay of $183,330 - $272,685, 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 (subject to eligibility requirements). Compensation is based on the geographic location in which the role is located, and is subject to change based on work location.

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.

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