This role is part of the Customer Outcomes team. Our purpose is to accelerate platform adoption and drive customer business outcomes. We do this through a portfolio of services, delivered by world-class consultants, training and success professionals, our leading practices, methodologies, and tools, as well as our ecosystem of partners.
What you get to do in this role:
As a ServiceNow Service Development Manager, you will be responsible for selling a portfolio of service offerings designed to help our customers successfully adopt the products they have purchased and ultimately achieve the business outcomes they expected from utilising our products. These service offerings include our Impact success offering and product adoption services.
The SDM is integral to the regional sales team. They collaborate with the Services Account Executive, account team and our customers to ensure successful implementation and adoption. In a quota-carrying role, the Services Development Manager partners with the Services Account Executive, the ServiceNow Sales team and our partner ecosystem to develop and successfully execute Services sales opportunities across the territories of the Services Account Executive on very large accounts and new logos.
- Collaborate with inside and outside Digital, Field, and Partner sales team members to develop and execute success and adoption services opportunities in collaboration with the Services Account Executives and their designated territories.
- Work with the SAE in your region to prioritise sales activities against specific opportunities on clear role-responsible guidelines.
- Work effectively and collaborate with the Expert Services delivery team to identify additional revenue opportunities from existing engagements, including Change Orders.
- Participate in all district activities to develop a programmatic approach to creating, managing, and closing a pipeline of opportunities commensurate with achieving assigned service quotas.
- Proactively create new Services opportunities Impact and Adoption Services for new and installed base customers.
- Own the responsibility for any Impact Guided deal in the territories of the Services Account Executives.
- Manage sales opportunities and business relationships from the office with influential contacts across the territories of the Services Account Executive on very large accounts and new logos. Work with the extended support and delivery team to drive the development of packaging strategies and services proposals.
- Prioritise and manage inbound services sales requests.
- Execute Value-based Selling Methodology for Impact and Adoption services opportunities.
- Meeting or exceeding Monthly, Quarterly and Annual sales targets.
- Providing accurate information to management for forecasting, quarterly business reviews, etc.
- Ensuring compliance with operational standards and customer relationship management.
