Technology Industry Go to Market (GTM) Lead EMEA
* Full-time
* Employee Type: Regular
* Region: EMEA - Europe, Middle East and Africa
* Work Persona: Flexible
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.
The Technology Industry Go to Market (GTM) Lead EMEA operates together with ServiceNow’s customer-centric industry transformation sales teams as well as core functions within the firm (i.e., marketing, product, customer success & implementation partners, etc.) to identify and localize the ServiceNow Technology Industry solutions to the market and to specific customers / buying centers. This role closely aligns with our account teams in several strategic clients to seed and develop strategic opportunities based on industry solutions.
S/he will serve as the main regional point of contact for the strategic accounts, connecting with senior and C-suite stakeholders, enhancing our messaging, communications, and experience with an industry-based perspective. The ideal candidate brings a grounded point of view, is visionary, fact-based, and serves as the key Subject Matter Expert (SME) stakeholder.
This leader is ultimately responsible for four specific areas of responsibility, including:
* Customer Focused Pipeline Development – operate as the industry expert, introducing and educating executives and senior leaders to ServiceNow through leadership and participation at industry events, executive business reviews, etc. This activity should directly lead to new pipeline creation.
* Sales Oriented Pipeline Progression – Partnering with account executives and their teams to progress pipeline by infusing industry expertise (solution, messaging, etc.) into account strategy, forming relationships with key buying center executives, and helping shorten deal lifecycles by highlighting business value and competitive differentiators.
* Partner Development & Execution – leading priorities with select (top 3-4) partners to support industry leadership positioning, enablement, and customer development.
* Analyze, Drive & Report on The Business – analyzing the regional business to understand trends, opportunities, needs, and KPI impact, using that data to influence behaviors to drive results and reinforce high-yield actions.
S/he is expected to “roll up their sleeves” and be comfortable devising a multi-year strategy to penetrate the local market. S/he thrives in a high growth, fast-paced environment, and can maintain a ‘north star’ point of view despite managing urgent requests.
A typical day involves brainstorming on effective go-to-market strategies, attending high-value marketing events as a Technology Industry SME, engaging with C-suite opportunities, collaborating with industry leaders, and meeting with key partner leaders to drive mature relationships that support opportunities and future pipeline.
* 15+ years of experience in the Technology Industry with proven success in guiding strategy, operations, and day-to-day functions within managed services, consulting, or support.
* 5+ years of Enterprise Platform Software selling into Tech Industry organizations as a subject matter expert or in a business development capacity.
* Exceptional written and verbal communication skills – strategic, top down, concise.
* Ability to develop trusted advisor relationships with customers and sales organizations; demonstrated ability to advise and influence senior leaders on strategy, messaging, and customer engagement.
* Experience producing thought leadership content for an international audience.
* Resourceful, self-motivated, and able to prioritize independently in a dynamic, high-growth environment.
* Agile business mind; adept at working in a matrix organization structure with a highly distributed team.
* Advanced skill level in designing and building in MS PowerPoint and Excel.
* Business application software product marketing, sales, or delivery experience is preferred.
* Ability to achieve revenue growth and solution revenue growth targets in partnership with direct account sales teams.
* Understanding of key repeatable industry use cases in Banking.
* Superior organizational skills with the ability to effectively prioritize.
* Ability to travel up to 60% of the time.
* Bachelor’s and/or Master’s degree in Business, Technology or related fields.
Not sure if you meet every qualification? We still encourage you to apply! We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths.
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, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law.
Accommodations
If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application, please contact globaltalentss@servicenow.com for assistance.
Export Control Regulations
For positions requiring access to controlled technology subject to export control regulations, 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 required by relevant export control authorities.
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