Job Description

TOP ACCOUNTS DIRECTOR 

Top Accounts Team

The Top Accounts Team provides programmatic support to our high potential accounts, providing a geographically and industry aligned engagement with account teams to ensure the success of our largest and most strategic clients.

Our team purpose is to “Make ServiceNow a long-term strategic partner for our clients’ digital transformation and innovation, help the account team to create pipeline in new buying centers and accelerate Big Deals”.

The Top Accounts program is tailored to the needs of our clients, partners, and accounts teams to move the needle to establish and expand these strategic partnerships.

Role: Top Accounts Director

We are looking for a proven strategic thinker and doer that will drive sales strategy and execution for their assigned accounts as an integral part of the account team with the support of the extended internal and external ecosystem.

The Top Accounts Director will deliver on five key areas but not limited to:

· Establish and expand Strategic Partnership with their assigned accounts by positioning ServiceNow in the clients’ Top 5 strategic vendors

· Ensure Executive Sponsorship at the client and alignment with ServiceNow executives

· Co-create a validated 3+ year strategic plan with the clients covering all functional domains of our clients with an industry perspective

· Craft the necessary environment for large transformation deals

· Facilitate clients to become promoters of the ServiceNow platform and share publicly game changing use cases

The individual will leverage strong management and networking skills to overachieve 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 stretching growth plans. They will have a high level of integrity, coaching acumen, strong executive presence and communication skills, and a passion for leading and winning.

What you get to do in this role:

As an integral part of the account team, you will lead and/or contribute as needed on

· Establishing the Strategic Account Plan and drive the operating rhythm beyond our core value proposition, with new buying centers and with a multi-year perspective (3+ year) from dream big ideas generation (pipeline) to deal closure

· Becoming the internal client advocate and a trusted advisor with key client champions and executives, partners client directors and account teams

· Being the “Connective Tissue” (internally and externally) and providing white glove services for their assigned accounts

· Developing the Client Executive Engagements Strategy and Plan, ensuring its execution with the proper C-Suite messaging

· Demonstrating thought leadership to drive innovative client engagement while creating, harvesting and documenting new leading business use cases to enable reuse across the whole Sales organization

· Providing strategic services to sales and clients to increase annual contract value and expand ongoing pipeline through mentoring, coaching, and influencing

· Leading discovery workshops with Client leadership and their teams to understand key business objectives, strategic initiatives, challenges and needs

· Orchestrating the creation of high-quality deliverables that communicate strategic alignment, present multi-year roadmaps, and document the full business case to justify action

· Collaborating cross-functionally to align on go-to-market strategy: Industry, Inspire Value, Solution Sales, Solutions Consulting, Field Marketing, Client Success, Professional Services and Alliance and Channels

· Establish and nurture relationships at the highest levels of Client’s organizations

· Work closely with senior ServiceNow leadership, including Global EVPs, Geo leads, P4 and external CEO Advisory board members

Qualifications

Qualifications

To be successful in this role you have:

· 10-15+ years of experience in business development, client facing management consulting or strategy consulting, technical pre-sales, or large customer transformation

· Must have experience in big deal pursuit at large enterprise software vendor or top tier consulting firm

· Must have experience in partnering with global major consulting & advisory firms to create big deal opportunities

· Must have experience in selling solutions addressing non-IT domains

· ServiceNow experience a plus

· Executive / leadership experience working on digital transformation projects or enterprise software deployments preferred

· Experience developing and growing C-Level relationships with an ability to simplify and communicate complex topics to an audience

· Superior knowledge and demonstrated skills in sales techniques, client interaction and client’s relations

· A proven track record engaging very large and complex clients, and established relationships at the C-suite level and below

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

· Strategic consultative mindset, understand business and people change management, strong executive presence

· Strong interpersonal skills to coach and develop future state behaviours

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

· The ability to navigate and collaborate through complex account and team structures (ServiceNow, Partners and Clients)

· Confident to debate like you’re right but humble enough to listen like you’re wrong

· Ability to travel up to 40% of the time

Additional Information

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.

All new employees hired in the United States are required to be fully vaccinated against COVID-19, subject to such exceptions as required by law. If hired, you will be required to submit proof of full vaccination or have an approved accommodation, by your start date. Visit our Candidate FAQ page to learn more.

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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WORK PERSONAS

Work personas are categories that are assigned to employees depending on the nature of their work. Employees will fall into one of three categories: Remote, Flexible or Required in Office. 

REQUIRED IN OFFICE

A required in office work persona is defined as an employee who is contracted to work from or aligned to a ServiceNow-affiliated office. This persona is required to work from their assigned workplace location 100% of the work week based on the business needs of their role.

FLEXIBLE 

A flexible work persona is defined as an employee who is contracted to work from or aligned to a ServiceNow-affiliated office and will work from their assigned workplace location roughly 3 days/week or less (generally around 40-60% of the work week). Flexible employees may choose to work the remaining working time from their workplace location or home. Flexible employees are required to work within their state, province, region, or country of employment.

REMOTE

A remote work persona is defined as an employee who performs their responsibilities exclusively outside of a ServiceNow workplace and is not contracted or aligned to a ServiceNow-affiliated office, including those whose place of work (pursuant to their terms and conditions of employment) is their home. Remote employees are required to work within their state, province, region, or country of employment.