We are seeking a Senior Director Solution Consulting leader for our Public Sector team to lead presales capability and strategy. This strategic 2nd line leadership role will set the agenda for demonstration capability as well as execution by inspiring and managing a team of Presales Solution Consultants. The ideal manager will create a repeatable process, driving results and outcomes in a multi-fold agenda including:
* Ensure SCs demonstrate relevance to customers, fully discover customers' business and technical problems, deliver the highest quality presentations and demonstrations, execute proofs of concept successfully and only when needed, comprehend and document the business value to be delivered, and ensure customer commitment to the ServiceNow solution
* Develop team members according to the demands of the business and according to their individual professional goals
* Develop and maintain a recruiting pipeline of potential SC candidates to meet future business demands
* Work with regional sales managers to prioritize regional Solution Consulting efforts
* Assign resources to sales opportunities, and consistently evaluate progress against goals
* Assign resources as required to marketing and other efforts to support demand generation
* Develop and deploy team training curriculums to meet the changing demands of the sales organization
* Evaluate team members regularly through analysis of direct observation, peer feedback and sales feedback
* Ensure proper alignment of resources and effective utilization of skill sets within the assigned region
* Manage day-to-day activities such as resource scheduling conflicts, expense review and approval, activity reporting etc., 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.
Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry
* Strong pre-sales experience as an individual contributor and leader within the Public Sector vertical
* At least 10 years senior SC leadership experience, transforming and developing teams with a SaaS platform provider. 2nd line management experience
* Deep presales experience with the Public Sector market and experience selling and gaining access to customers' senior management in this vertical
* Thought leadership in methods and techniques for story telling with software
* Ability to coach and develop early-in-career as well as senior individual contributors
* Gain and build relationship and trust quickly inside and outside of the SC organization, able to lead through influence across a complex sales eco-system
* Leader who is tactically oriented with long term alignment and understanding of outcomes, ability to flex and shift as needed.
* Strong understanding of ServiceNow sales and engagement process and business value
* Ability to clearly articulate the power and value of the ServiceNow platform
* Experience working in a fast-growing IT environment including software, cloud, or customer experience of the same
* Understanding of standard approaches to coaching, mentoring and management of individual contributors
* Deep experience in Value Based Selling or Solution Selling
* A thorough understanding of the SaaS Market space, the provision of PaaS based solutions and a broad understanding of Service Management practices
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.
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