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ServiceNow, Inc. Sr Director, EMEA Inside Go To Market in Dublin, Ireland

Sr Director for the EMEA Inside GTM

ServiceNow (Now) is searching for a talented, highly-motivated Sr Director for the EMEA Inside GTM org to join our growing team in Dublin, Ireland.We are seeking a creative and innovative go-to-market leader with extensive Inside Sales experience. As a member of the global sales leadership team reporting directly to the Global Vice President of Inside GTM, this role serves as the overall EMEA leader, setting the strategy and operating model for the Inside GTM org.

The ServiceNow charter for Inside GTM is to create a world-class inside function that will: 1) be a talent feeder model to develop our future sales leaders 2) produce Net New Annual Contract billings by owning and selling end to end to a segment of our Commercial customers 3) support selling to our Enterprise customers with ServiceNow field Account Executives, and 4) enable and drive customer contract renewals.

Now Inside GTM will operate primarily in 9 Global locations. Today, the Now inside function is comprised of 100 people globally, with a vision to grow to 1,000 go-to-market inside people representing lead development, sales, technical, solution, partner, customer success and renewals. The role will have direct line reporting for Inside Sales quota carrying and sales support roles. The role will also have matrix reporting responsibilities for other co-located inside go-to-market functions including Inside Solution Consultants, Inside Solution Specialist, Inside Channel Sales, Associate Sales Development Reps and Customer Success Reps.

As a passionate professional and expert in Inside GTM with high EQ will build the EMEA inside organization into a scalable, consistent model engaging the global and theater sales leaders to achieve an aligned go-to-market for maximum coverage, growth and return. The Sr Director of EMEA Inside GTM is responsible for setting the sales strategy and operating plan for the Inside functions, they will be responsible for delivering the overlay quota and work in conjunction with the theatre leadership teams. The Geo inside sales teams will hardline into the Sr Director EMEA Inside GTM and matrix into their field sales leaders.

Responsibilities

  • Develop and lead execution for the EMEA Inside GTM strategy that effectively covers customer segments aligned to the Now go-to-market design.

  • Continuously define and refine the key sales processes that can be consistently operationalized globally and create a clear execution plan that allows the company to exceed business targets and scale.

  • Collaborate with Geo sales leaders to develop a comprehensive sales coverage approach that provides the right levels of support to our customers and prospects.

  • Participate in territory planning, account segmentation and allocation to maximize sales resources.

  • Responsible for the development of an effective process for the recruitment, selection and on-boarding of new Inside team members.

  • Drive and inspect operational processes and compliance with key sales tools to document the sales process, the forecast, lead dispositioning, activities with strong data integrity.

  • Accountable for team performance towards key performance indicators and quotas.

  • Collaborates with the Sales Enablement team to develop a plan to on board new inside talent and continuously refresh the Global Inside GTM on ServiceNow solutions, industry knowledge, technical skills and sales skills.

  • Participates in the annual business planning process to establish effective and fair quotas and setting of key performance indicators to drive desired results.

  • Responsible for establishing and cultivating the culture for high performance teams.

  • Accountable to overall performance management and employee development program for Inside GTM.

  • Collaborate with other headquarter and Geo functions to drive an aligned execution plan. Functions including Marketing, Human Resources, Training and Enablement, Solution Business Units, Facilities and Operations to ensure effective cross-functional coordination for the highest levels of teamwork and results.

  • Provide leadership for the day-to-day operations of Global Inside GTM to execute the charter, achieve key performance indicators while maintaining alignment on the company’s longer-term strategic goals.

  • Provide direction and leadership to direct line resources while also providing guidance to dotted line functions to operate as an integrated go-to-market inside function.

  • 50% Global travel to hubs locations, business meetings and customers.

Required Experience15+ years of experience in high technology leading high performing Inside Sales teams with at least 5 years managing an international sales team.

  • Exceptional strategic and analytic skills that enable informed, data-driven business decisions and judgement.

  • Strong operational and process orientation with a proven track record of process improvement.

  • Innovative mindset that demonstrates a high level of imagination and creativity to solve complex organization and process issues.

  • Cross-functional expertise to architect and drive an integrated go-to-market plan

  • Excellent communication skills, both written and verbal.

  • High degree of accountability and proven record of building a high performing Inside sales engine, driving results and exceeding financial targets.

  • Inside Sales tools proficiency

  • A minimum of a bachelor’s degree in business, marketing, finance or related field.

Preferred

  • Masters/MBA is strongly preferred.

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, national origin, protected veteran status, gender identity, sexual orientation or on the basis of disability.

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