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ServiceNow, Inc. Area Vice President, Enterprise Sales West in Santa Clara, California

Job Title: Area Vice PresidentLocation: Santa Clara, CA (HQ)


Some great ideas are born in the garage. Others in a dorm room. Or over pizza and beer. Some form like the perfect wave.

ServiceNow, the fastest-growing enterprise company over $1 Billion, is changing the way people work. The company was founded on the beach in San Diego in 2004 with the belief that getting simple stuff done at work shouldn’t be so hard. And that the complex stuff should be easier to manage. We envisioned a world where anyone could create workflows that worked for—not against—them. The ServiceNow cloud‑based platform was built to simplify the way work gets done.

Today, every enterprise is becoming a technology company, creating unprecedented challenges, opportunities, and complexity. ServiceNow lets them run smarter, faster, better. And it helps people spend their time on work that’s meaningful, not menial.

We’re disruptive. We work hard but try not to take ourselves too seriously. We are highly adaptable and constantly evolving. We are passionate about our product, and we live for our customers. We have high expectations and a career at ServiceNow means challenging yourself to always be better.


We are looking for a proven, experienced sales leader to be responsible for the overall sales strategy and execution for sales in our largest customers and prospective customers in the West. They will implement and execute growth plans to create demand in the market while leading, developing and managing a team of field-based senior sales account executives, in a matrixed sales models. The sales leader will be focused on over-achieving with strong management skills and a consistent track record of exceeding quota in a fast-paced sales environment. They will be a strategic, analytical thinker and know how to leverage data to make decisions and execute on annual and quarterly sales plans focused on selling to our most strategic Enterprise accounts. They will have a high level of integrity, strong presentation and communication skills, and a passion for winning.

What you get to do in this role:

  • Continue to scale and grow a territory by meeting and exceeding an assigned team quota

  • Execute on both vertical and horizontal sales strategies

  • Manage and lead a team of three to five 1stline sales managers who have five to seven individual contributors (Senior Account Executives) reporting to them.

  • Empower and guide your team to build strategic account plans that focus on longer term joint success of ServiceNow and the customer

  • Leverage a matrixed sales structure

  • Work with solution consulting, professional services, product line sales experts

  • Manage your team talent development and consistent recruiting practices

  • Be a trusted advisor and leader who sets a high-bar, leading from the front

  • Establish and nurture relationships at the highest levels of organizations

  • Manage accurate forecasting and communications on a daily basis

  • Drive customer success practices across your area

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

  • 10+ years’ experience managing a team of field-based sales representatives in a matrixed sales environment in the enterprise software space to enterprise customers (over 5,000 employees)

  • Strong experience managing multi-tiered customer relationships; demonstrated ability to coach and mentor

  • A consistent track record of meeting and exceeding team quotas selling to large accounts (20,000+ employees)

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

  • A track record of managing a growing team in different geographical locations across the Eastern US

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

  • Strong forecasting and reporting capabilities

  • A proven and consistent track record 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 the team to follow defined best practices

  • The ability to navigate and collaborate through complex opportunities

  • A competitive, can do, optimistic, realistic attitude, strong work ethic, humility and excellent team building communication and listening skills

  • The willingness and ability to travel 50% of the time

  • A Bachelor’s degree; an MBA is a plus

We provide competitive compensation, generous benefits and a professional atmosphere. This is a very collaborative and inclusive work environment where individuals strong on aptitude and attitude will have an opportunity to grow their professional careers through working with some of the most advanced technology and talented developers in the business.