Let’s get started
By clicking ‘Next’, I agree to the Terms of Service
and Privacy Policy
Jobs / Job page
AMS Solution Sales and GTM Director-Operational Technology image - Rise Careers
Job details

AMS Solution Sales and GTM Director-Operational Technology

Company Description

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.

Job Description

AMS Solution Sales and GTM Director-Operational Technology 

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 a strategic sales & GTM leader to drive growth, scale and consistency.   

The AMS Solution Sales and GTM Director-Operational Technology, Technology Workflow Solutions Go-to-Market will spearhead market success for the Operational Technology Business. This role will focus on driving growth strategy, enhancing solution sales capabilities, and orchestrating cross-functional ecosystem efforts to build a robust sales pipeline and capture market opportunities. As a seasoned sales executive, you will apply your expertise to drive business growth in partnership with various cross-functional teams, including sales, specialist sales, product, marketing, partners, and other key stakeholders.   

This role offers a unique opportunity to make a substantial impact on the organization's growth and success. The ideal candidate is a proven sales & GTM leader with the ability to collaborate effectively, foster relationships, and demonstrate a keen intellectual curiosity that builds trust with senior leaders and stakeholders throughout the organization. The candidate must bring a combination of GTM expertise, deep product & market domain knowledge, and sales excellence to drive results.   

Key Responsibilities:   

  • Operational Technology Focused: Develop and maintain strong relationships with key accounts, priority customers, partners, and the industry at large.  Align as Executive Sponsor on key accounts.  Meet Revenue targets.   

  • GTM Strategy Development: Apply a business owner mindset to build and execute growth strategies in partnership with product, sales & cross-functional business partners to establish ServiceNOW as the leader in the OT space.   

  • Solution Sales Specialist “Force Multiplier”: Partner with global cross-functional teams to drive growth priorities, including demand generation, sales play construction, customer events and help geo-aligned solution sales specialist teams to ensure effective adoption and execution of strategies, plays, and activities.   

  • Thought Leader & GTM Voice: Earn trusted advisor status across the organization & externally through deep domain expertise and innovative thinking. Represent the Workflow in global forecast calls, quarterly product reviews, acquisition considerations, and various GTM planning activities from a sales perspective.   

  • Market Insights: Analyze the business to support proactive strategy development, opportunity discovery, and get-well initiatives. Bridge market insights and intelligence to shape product pricing and packaging for GTM success; lead the field in providing product feedback and to inform the business unit roadmap.   

  • Specialist Community Development: Manage, foster and expand the specialist sales community and culture, define enablement priorities, and ensure competitive readiness for your business.   

  • Long-Range Planning: Provide industry expertise and consultation for long-range and annual planning efforts, including growth objectives, prioritization, enablement needs, demand gen, sales incubation approaches, and other critical sales activities.   

  • Matrixed Team Leadership: Lead and inspire a geographically dispersed, x-functional team dedicated to workflow GTM success and delivering on revenue targets.    

  • Sales Evangelism: Actively represent the portfolio in customer and partner-facing events, as well as executive briefings.   

  • Alliances and Channel Ecosystem Collaboration: Collaborate with the ACE organization to develop GTM partners for workflow growth objectives.   

  • Multi-Workflow Strategies: Work in partnership with Global WF Leaders and BU GTM peers to develop multi-workflow strategies.   

  • Business Development Strategies: Create and execute strategies for building a healthy pipeline, driving growth, and fostering innovation.   

 

Qualifications

  • 10+ years' experience in Operational technology sales, business development, and GTM strategy.   

  • Proven enterprise software sales experience in a large, global, matrixed sales organization, with specialist sales experience preferred.   

  • Demonstrated success partnering with senior product leaders to build and grow businesses.    

  • Expert sales, industry and product knowledge related to the Operational Technology business.   

  • Excellent communication skills with the ability to influence at all levels.   

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

  • Strong understanding of customer buying preferences, market dynamics, and key drivers to craft effective sales GTM strategies.   

  • Consistent track record of meeting and exceeding team quotas.   

  • Strong knowledge of sales techniques, customer interaction, and customer relations.   

  • Proficient in forecasting, financial metrics, ROI assessment, and market insights analysis.   

  • Proven track record of selling to large enterprise-level customers and established relationships at the C-suite level.   

  • Strong organizational, communication, teamwork, presentation, problem-solving, and time management skills.   

  • Experience in inspiring global, matrixed teams to follow best practices.   

  • Self-starter with a collaborative "win as a team" approach.   

  • Global role or international experience is a plus.   

Additional Information

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. Learn more here.

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. 

From Fortune. ©2024 Fortune Media IP Limited. All rights reserved. Used under license. 

ServiceNow Glassdoor Company Review
4.5 Glassdoor star iconGlassdoor star iconGlassdoor star iconGlassdoor star icon Glassdoor star icon
ServiceNow DE&I Review
4.6 Glassdoor star iconGlassdoor star iconGlassdoor star iconGlassdoor star icon Glassdoor star icon
CEO of ServiceNow
ServiceNow CEO photo
Bill McDermott
Approve of CEO

Average salary estimate

$175000 / YEARLY (est.)
min
max
$150000K
$200000K

If an employer mentions a salary or salary range on their job, we display it as an "Employer Estimate". If a job has no salary data, Rise displays an estimate if available.

What You Should Know About AMS Solution Sales and GTM Director-Operational Technology, ServiceNow

At ServiceNow, the role of AMS Solution Sales and GTM Director-Operational Technology is an exciting opportunity to drive innovative growth strategies within a dynamic and rapidly expanding market. Based in Chicago, Illinois, but operating remotely, you'll be at the forefront of optimizing how Operational Technology integrates with our exceptional cloud-based solutions. This isn't just another sales position; it's about orchestrating success through collaboration across various teams and functions. You'll partner with sales specialists, product experts, and marketing professionals to build strong relationships with key accounts while ensuring that we consistently meet our revenue targets. Your expertise in the operational technology sector will empower you to craft actionable GTM strategies that enhance customer experiences and grow our presence in the market. As a strategic leader, you will represent ServiceNow's interests both internally and externally, earning the trust of stakeholders at all levels by sharing valuable insights and driving the conversation about our cutting-edge solutions. The ideal candidate will possess not only deep domain expertise but also the ability to lead cross-functional teams towards achieving a common vision. If you’re a self-starter who thrives in a collaborative environment and possesses a keen entrepreneurial spirit, then this role at ServiceNow might just be the perfect fit for you. Join us in transforming how the world works, and help us continue to reach new heights on our journey to $16B and beyond!

Frequently Asked Questions (FAQs) for AMS Solution Sales and GTM Director-Operational Technology Role at ServiceNow
What does an AMS Solution Sales and GTM Director-Operational Technology do at ServiceNow?

As an AMS Solution Sales and GTM Director-Operational Technology at ServiceNow, you'll be responsible for driving growth strategies across the Operational Technology business. This strategic role involves collaborating with cross-functional teams to build robust sales pipelines, meet revenue targets, and enhance solution sales capabilities.

Join Rise to see the full answer
What qualifications do you need for the AMS Solution Sales and GTM Director position at ServiceNow?

To excel in the AMS Solution Sales and GTM Director role at ServiceNow, candidates typically require over 10 years of experience in operational technology sales and business development, as well as proven success in a global, matrixed sales organization. Effective communication skills and strong customer relations are essential for building enduring partnerships.

Join Rise to see the full answer
How can I prepare for an interview for the AMS Solution Sales and GTM Director role at ServiceNow?

When preparing for an interview for the AMS Solution Sales and GTM Director position at ServiceNow, it's beneficial to review your track record in operational technology sales, understand ServiceNow's product offerings, and strategize how you would tackle growth challenges within the industry.

Join Rise to see the full answer
What opportunities for advancement exist for the AMS Solution Sales and GTM Director at ServiceNow?

In the AMS Solution Sales and GTM Director position at ServiceNow, career advancement opportunities are robust. High-performing candidates can move into senior leadership roles or take on broader strategic responsibilities within the company as they successfully contribute to our ambitious growth goals.

Join Rise to see the full answer
What is the company culture like at ServiceNow for the AMS Solution Sales and GTM Director role?

ServiceNow fosters a collaborative and inclusive company culture that encourages creativity and innovation. As an AMS Solution Sales and GTM Director, you'll work within a team dedicated to pushing boundaries and enhancing customer experiences while benefiting from a flexible work environment.

Join Rise to see the full answer
What makes the AMS Solution Sales and GTM Director position at ServiceNow unique?

The AMS Solution Sales and GTM Director position at ServiceNow is unique due to its strategic importance in driving market success for Operational Technology. You’ll not only leverage your sales expertise but also act as a thought leader within industry discussions and contribute to shaping the future of workflow solutions.

Join Rise to see the full answer
What types of challenges will the AMS Solution Sales and GTM Director face at ServiceNow?

Challenges for the AMS Solution Sales and GTM Director at ServiceNow may include navigating a fast-paced market environment, developing innovative GTM strategies, and fostering cross-functional collaboration while maintaining a customer-centric focus to achieve sales targets.

Join Rise to see the full answer
Common Interview Questions for AMS Solution Sales and GTM Director-Operational Technology
How do you plan to achieve revenue targets as the AMS Solution Sales and GTM Director?

When discussing your strategy for achieving revenue targets, highlight specific metrics you track, how you build strong relationships with clients, and your approach to aligning with the sales team to optimize performance and capitalize on market opportunities.

Join Rise to see the full answer
Can you describe your experience in developing and executing GTM strategies?

Elaborate on your past experiences with GTM strategy, emphasizing successful campaigns, metrics used to measure success, and how you adapted strategies based on customer feedback and market analysis.

Join Rise to see the full answer
How have you collaborated with cross-functional teams in previous roles?

Discuss instances where you led or collaborated with diverse teams to achieve a common goal. Detail your communication style and how you ensured that everyone was aligned on objectives and contributions.

Join Rise to see the full answer
What challenges have you faced in operational technology sales, and how did you overcome them?

Provide a specific example of a challenge you faced in operational technology sales, focusing on your problem-solving process, creativity in overcoming obstacles, and the ultimate impact of your efforts.

Join Rise to see the full answer
How do you maintain relationships with key accounts?

Share your strategies for nurturing client relationships, such as regular check-ins, understanding their evolving needs, and providing value through insights or solutions that help them meet their business goals.

Join Rise to see the full answer
What role do data and analytics play in your sales approach?

Emphasize your data-driven approach to sales, explaining how you utilize analytics to identify trends, customer preferences, and performance metrics, to continuously refine your sales strategies.

Join Rise to see the full answer
How do you stay informed about market changes in operational technology?

Discuss your commitment to staying updated through industry publications, networking events, and maintaining relationships with peers in the industry to remain knowledgeable about emerging trends and innovations.

Join Rise to see the full answer
Can you provide an example of a successful sales pitch you delivered?

Outline a specific sales pitch that led to a significant win, detailing the preparation that went into it, how you tailored your message to the audience, and the outcome of the pitch.

Join Rise to see the full answer
What is your approach to coaching and developing sales teams?

Share your philosophy on leadership and team development, including how you assess individual strengths and weaknesses and provide constructive feedback to foster growth and performance.

Join Rise to see the full answer
How do you prioritize tasks in a fast-paced sales environment?

Describe your time management strategies, including how you assess priorities based on urgency and importance, as well as tools or methods you use to stay organized and focused.

Join Rise to see the full answer
Similar Jobs
Photo of the Rise User
ServiceNow Hybrid 2225 Lawson Lane, Santa Clara, CALIFORNIA, United States
Posted 4 days ago
Inclusive & Diverse
Mission Driven
Rise from Within
Diversity of Opinions
Work/Life Harmony
Empathetic
Feedback Forward
Take Risks
Collaboration over Competition
Medical Insurance
Dental Insurance
Vision Insurance
Mental Health Resources
Life insurance
Disability Insurance
Health Savings Account (HSA)
Flexible Spending Account (FSA)
Conferences Stipend
Paid Time-Off
Maternity Leave
Equity
Photo of the Rise User
ServiceNow Remote Salarpuria Sattva Knowledge City Knowledge City, Unit II, 17 to 10 Floor Survey No. 83/1, Serilingampally Mandal, Hyderabad, India
Posted 4 days ago
Inclusive & Diverse
Mission Driven
Rise from Within
Diversity of Opinions
Work/Life Harmony
Empathetic
Feedback Forward
Take Risks
Collaboration over Competition
Medical Insurance
Dental Insurance
Vision Insurance
Mental Health Resources
Life insurance
Disability Insurance
Health Savings Account (HSA)
Flexible Spending Account (FSA)
Conferences Stipend
Paid Time-Off
Maternity Leave
Equity
Photo of the Rise User
Smiths Group Remote Warsaw, Warsaw, Poland
Posted 4 days ago
Photo of the Rise User
Dental Insurance
Vision Insurance
Paid Holidays
Posted 5 days ago
Photo of the Rise User
Posted 6 days ago
Photo of the Rise User
Pearpop Remote No location specified
Posted 12 days ago
Photo of the Rise User
Posted 4 days ago
Photo of the Rise User
Posted 9 days ago

We're on a mission to become the defining enterprise software company of the 21st century.

567 jobs
MATCH
VIEW MATCH
CULTURE VALUES
Inclusive & Diverse
Mission Driven
Rise from Within
Diversity of Opinions
Work/Life Harmony
Empathetic
Feedback Forward
Take Risks
Collaboration over Competition
BENEFITS & PERKS
Medical Insurance
Dental Insurance
Vision Insurance
Mental Health Resources
Life insurance
Disability Insurance
Health Savings Account (HSA)
Flexible Spending Account (FSA)
Conferences Stipend
Paid Time-Off
Maternity Leave
Equity
FUNDING
SENIORITY LEVEL REQUIREMENT
TEAM SIZE
EMPLOYMENT TYPE
Full-time, remote
DATE POSTED
November 27, 2024

Subscribe to Rise newsletter

Risa star 🔮 Hi, I'm Risa! Your AI
Career Copilot
Want to see a list of jobs tailored to
you, just ask me below!