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Reports to: VP, Emergent Solutions and Market Expansion

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 Global ERP Sales/GTM Leader to drive growth for our rapidly expanding ERP solutions portfolio.

ServiceNow’s unified platform empowers businesses to establish a clean core strategy to modernize their ERP. We help our customers discover points of friction in their ERP environments, deploy apps and pre-defined workflows or low-code / no-code solutions, and drive continuous improvement for their critical ERP systems. The Global ERP Sales/GTM leader will be responsible to drive market success across our expanding ERP product offerings while helping our customers deliver great user experiences.

The Global ERP Sales/GTM Leader will be responsible for driving the incubation and market adoption motions that lay the foundation for another $1B+ ServiceNow solution business. Key focus areas will include establishing the product/GTM growth strategy for ERP, driving customer adoption and market references, and shaping cross-functional ecosystem activities to build pipeline and capture market opportunities. They will oversee a small team of solution sales experts to incubate and scale the ERP business. In addition, they will support solution market development, demand generation, and field enablement for the offering.

This leadership position comes with the opportunity to play a pivotal role in scaling a hypergrowth business. The ideal candidate is a proven sales leader, expert at partnering with product leadership to build & grow businesses, especially early stage products. The ideal candidate will be 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.

What you get to do in this role:

What you get to do as the Global ERP Sales/GTM Leader:

• Incubate and scale a new business with an entrepreneurial mindset but do so with the support and heft of a broader GTM engine that consistently produces outstanding NNACV growth.

• Build GTM strategies in partnership with WF/BU & cross-functional business partners including marketing, partner, geo-aligned solution sales, digital sales, core field sales and others.

• Manage, lead, and inspire a small, geographically dispersed team of solution sellers who are dedicated to the incubation and growth of our ERP offerings.

• Own both the current quarter execution and the multi-quarter business performance view, continuously forecast, track and monitor key metrics to ensure success, recommend course correction and success initiatives.

• Be the ERP sales evangelist; actively represent the portfolio in large scale 1:Many customer and partner facing events and 1:1 executive briefing.

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

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

• Define ERP enablement priorities, expand field domain expertise, ensure competitive readiness.

• Provide guidance on target account selection and prioritization. Partner closely with geo-aligned solution sales specialist and core sales teams to build and execute ERP plays and activities.

• Be the GTM voice in business reviews and represent ERP from a sales perspective.

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

• Provide expert consultation in long-range and annual planning efforts including growth objectives, prioritization, enablement needs, and other sales critical success activities.

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

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

• 15+ years’ experience in sales, business development and GTM strategy, especially for new or incubation products.

• Deep sales, market and product knowledge relating to ERP, with specific experience selling ERP enterprise software in a large, global matrixed sales organization.

• Experience in a specialist sales organization preferred.

• · Experience attracting, retaining, and developing high performing, high potential talent through assessing, selecting, onboarding, coaching, and developing.

• Outstanding communication skills, ability to influence at all levels of the company.

• 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 craft and align sales GTM strategies accordingly.

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

• Superior knowledge and demonstrated skills of sales techniques, customer interaction, customer relations.

• Strong forecasting and reporting capabilities with solid understanding of key financial metrics, ROI (Return on Investment) assessment and market insights analysis for near-term and long-term health of the business.

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

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

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

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

• Global role or international experience is a plus.

For positions in the Bay Area, we offer a base pay of 95085,450 - $305,950, 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.

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.

At ServiceNow, we lead with flexibility and trust in our distributed world of work. Click here (https://www.servicenow.com/content/dam/servicenow-assets/public/en-us/doc-type/other-document/careers/new-world-of-work-personas.pdf) to learn about our work personas: flexible, remote and required-in-office.

If you require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at talent.acquisition@servicenow.com for assistance.

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

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