Global Solution Sales Leader - Operational Technology

Global Solution Sales Leader - Operational Technology

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

What You Get To Do In This Role:

• Lead and manage a global team of OT Solution Sales specialists to drive the GTM, capture new markets and maximize NNACV.

• Build and execute the OT sales incubation & growth strategy.

• Achieve key KPIs of bookings to plan, pipeline creation, recruit to plan and talent development.

• Establish & drive sales incubation best practices across the organization including reference accounts, demand gen activities, repeatable sales plays, enablement, partner activation.

• Be a trusted advisor and leader across the organization.

• Engage directly with customers at C-level to champion large deals and ensure success.

• Manage accurate forecasting, business performance plans and communications.

• Leverage a matrixed sales structure and partner closely with other specialist sales teams, core sales team, Solution Consulting team, ACE, Marketing, Industry and Product teams to build the OT community, scale domain expertise across the company and accelerate growth.

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

Qualifications

To Be Successful In This Role You Have:

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving.
• 10+ years experience managing a direct field or specialist enterprise software sales team; specialist sales experience is a plus and global experience strongly preferred.
• Deep domain expertise selling Operation Technology solutions.
• Proven track record selling to Operation Technology and LOB stakeholders.
• Sales management experience in large, global software companies (2,000+ employees); skilled at operating in a matrixed sales environment.
• Strong experience managing multi-tiered customer relationships, selling to large customers and establishing relationships at the C-suite level.
• A consistent track record of meeting and exceeding team quotas.
• Experience attracting, retaining, and developing high performing, high potential talent through assessing, selecting, onboarding, coaching, and growing.
• Demonstrated ability to coach and mentor sales talent.
• Superior knowledge and demonstrated skills of sales techniques, customer interaction, and customer relations.
• Strong forecasting and business performance insights & reporting capabilities.
• Strong organization, communication, teamwork, presentation, problem solving and time management skills.
• The ability to navigate and collaborate through complex opportunities.
• A winning, can do attitude, strong work ethic, humility and excellent team building communication and listening skills.
• The willingness and ability to travel 50% of the time.