AVP Sales - State and Local Government (SLG) - East Region

ServiceNow • Vienna, Austria • $185k - $305k / year • 3m ago

Company Description

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Job Description

The Area Vice President for State and Local Government (SLG), East is a leadership role responsible for leading the sales team focused on selling the ServiceNow platform to SLG customers across the eastern US. This role will report directly into the VP of Sales, SLG & Education and will play a critical part in driving revenue growth by managing our sell to motion to our state and local government customers and partnering closely with our US Public Sector Team.  

Key outcomes for the new leader 

Build a world-class high performing team recognized as a talent destination.

Take our SLG East accounts to the next level of strategic relevance by utilizing our platform.

Create natural selling motions to construct large, strategic deals to improve the year-on-year growth of the business.

Be a key interface with the partner organization, big deals team and other parts of the ecosystem within ServiceNow.

Ensure a framework is in place to drive continued retention and success of our SLG government customers through ServiceNow platform adoption.

Core Responsibilities 

Helping to define the team’s vision, priorities, and goals in partnership with the VP, SLG & Education.

The AVP will be responsible for developing, implementing and executing a strategic sales plan to achieve company sales targets and objectives.

This leader will assume leadership of growing the SLG sales team, including Regional Sales Directors and Account Executives, to help drive complex deal transactions.

Demonstrate a deep understanding of the planning process - including resource alignment to maximize the opportunity by product, industry and persona.

Position the business to grow successfully beyond its current targets, increasing the revenue of the business significantly year on year.

Excellent operational/analytical skills – cadence, reporting, forecasting experience.

Translating business objectives into specific goals for the given area.

Strong track record of recruiting, developing and retaining a high-performing sales teams.

Qualifications

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

Experience managing a sales business with a solid track record of deal execution on a monthly + quarterly basis with consistent over-achievement of quota and revenue goals.

A leader with a proven track record in building a complex, matrixed sales team recognized for its culture and results.

Strategic sales experience with revenue achievement from selling multiple enterprise software offerings, while building loyal customers.

Significant experience in enterprise software; ability to sell to C-suite and possess executive presence.

C-level engagement, negotiation, account strategy, domain expertise, executive selling, large deal management and team leadership.

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.

Optimistic attitude, competitive, strong work ethic, humility, excellent team builder and communication skills.

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

For positions in the District of Columbia, we offer a base pay of $185,450 - $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. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

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.

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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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