Solution Sales is on a journey to innovate across ServiceNow’s go-to-market (GTM), delight our customers, and fuel our unparalleled climb to $16B. We are moving fast, and with this rapid scale and dynamic growth we are hiring a strategic sales & GTM leader to drive growth, scale and consistency.
The BDM Go-to-Market leader will spearhead market success for the Security and Risk Business. This role will focus on driving growth strategy, enhancing solution sales capabilities, and orchestrating cross-functional ecosystem efforts to build a robust sales pipeline and capture market opportunities. As a seasoned sales executive, you will apply your expertise to drive business growth in partnership with various cross-functional teams, including sales, specialist sales, product, marketing, partners, and other key stakeholders.
This role offers a unique opportunity to make a substantial impact on the organization's growth and success. The ideal candidate is a proven sales & GTM leader with the ability to collaborate effectively, foster relationships, and demonstrate a keen intellectual curiosity that builds trust with senior leaders and stakeholders throughout the organization. The candidate must bring a combination of GTM expertise, deep product & market domain knowledge, and sales excellence to drive results.
Key Responsibilities:
- Develop and implement a comprehensive business development strategy with a specific focus on transformation initiatives. Identify potential business opportunities and partnerships to support the company's growth objectives, leveraging market insights and industry trends.
- Conduct thorough market research and analysis to identify emerging trends and transformational opportunities within the industry.
- Collaborate with cross-functional teams to define and refine the company's value proposition and develop innovative solutions to address market needs.
- Build and maintain strong relationships with key stakeholders, including clients, partners, and industry influencers.
- Evangelize ServiceNow’s Service value proposition for major deals, partnerships, and strategic alliances, ensuring alignment with the company's overall transformation objectives.
- Provide guidance and mentorship to the sales team, fostering a culture of excellence, collaboration, and continuous improvement.
- Monitor and analyze market trends, competitive landscape, and customer feedback to inform strategic decision-making and enhance business development efforts.
- Collaborate with the executive team to define and execute the company's overall growth strategy, incorporating transformational initiatives.
Requirements for success
- Bachelor's degree in business, marketing, or a related field. MBA or advanced degree preferred.
- Proven experience in a senior-level engagement, with a focus on driving transformational growth across the Consumer goods, retail or financial services sector
- Deep expertise selling security/risk offerings into the Enterprise market, ranging from incident management, vulnerability management, security operations, risk and keeping abreast of the ever-changing security and cyber-security landscape evolution.
- Demonstrated success in identifying and closing high-value business deals, partnerships, and strategic alliances.
- Strong understanding of market dynamics and trends, with the ability to translate insights into actionable business strategies.
- Track record of building and nurturing strong client relationships, driving customer satisfaction, and maximizing revenue opportunities.
- Strategic thinker with a results-oriented mindset, capable of identifying and capitalizing on transformational opportunities.
- Ability to thrive in a fast-paced, dynamic environment and adapt quickly to changing business priorities.
- Strong analytical skills, with the ability to leverage data and market insights to drive informed decision-making.
Qualifications
To be successful in this role you have:
- Extensive track record of new business sales success including presentation and negotiation skills within industry and at C Level Strong strategic thinking including analytical and financial planning skills to meet and exceed quotas and goals
- Ownership of accurate CRM reports including current and future quarterly forecasts and opportunity inspection
- Experienced in driving sales process and drive effective working relationships with Sales Operations Ability to understand the 'bigger picture' and business drivers around IT
- Ability to build long term strategic and senior level relationships
- Ability to adapt and work effectively within a rapidly changing and growing environment
- Demonstrates strong business and financial acumen
- Built self-motivated sales teams that embrace a culture of collaboration, enthusiasm, and overachievement
- Champions and promotes top performers, constantly develops and coaches the team and themselves, and topgrades appropriately
- Proven partner relationships and networks, and ability to grow the impact of revenue streams and territory development through the partner ecosystem
- Ownership of driving successful pipeline generation activities developed by marketing or the partner community
