Technology Industry Go to Market GTM Lead EMEA
Technology Industry Go to Market GTM Lead EMEA
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1 Vacancy
Job Description
The Technology Industry Go to Market (GTM) Lead EMEA is a role that operates together with ServiceNows customercentric 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. S/he will closely align 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 more senior and Csuite stakeholders taking our messaging communications and experience to the next level with an industrybased lens in their language and considering their challenges and needs. The ideal candidate brings a grounded point of view is visionary with the art of the possible is factbased and objective in his/her orientation and communication and serves as the key Subject Matter Expert (SME) stakeholder.
S/he will closely align with our core and solution account teams across forcused on MSP SI and HighTech accounts to seed and develop strategic opportunities based on industry solutions. S/he will build trusted relationships with customer and partner executives partner with sales leaders and be a significant contributor to the revenue growth.
This leader is ultimately responsible for 4 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 with customers 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 helping the team highlight the business value and competitive differentiators.
- Partner Development & Execution leading priorities with select (top 34) partners to support in industry leadership positioning enablement and customer development. Focus should be an accelerant for customer focused pipeline priorities.
- Analyze Drive & Report on The Business analyzing the regional business to understand trends opportunities needs KPI impact and movement against goals and use that to feed/fuel customer efforts within this sector. Utilize data to influence / change behaviors to drive results and reinforce highyield actions.
S/he is expected to roll up their sleeves and be comfortable devising a multiyear strategy to penetrate the local market. S/he thrives in a high growth fastpaced environment and can maintain a north star point of view despite managing the urgent requests of a given day.
A typical day involves equal parts brainstorming on how to go to market in region more effectively; attending highvalue marketing events operating as an obvious Technology Industry SME; participating in csuite engagement opportunities; working with Industry leaders and Marquee/Big Bets account teams on specific customers; and regularly meeting with key partner leaders driving mature relationships that support opportunities and driving future pipeline. Over time this implies the ability to embed a new industry customercentric muscle and experience set in a consistent scalable way.
Qualifications :
- 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 business consulting solution consulting or similar 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 multiple teams / departments on strategy messaging and customer engagement
- Experience producing thought leadership content and communications for an international audience
- Resourceful selfmotivated and able to prioritize independently shifting workloads in a dynamic high growth environment
- Agile business mind; adept ability to work in a matrix organization structure with a highly distributed team leading through influence and relationshipbuilding
- Advanced skill level in designing and building in MS Powerpoint and Excel
- Business application software product marketing sales or delivery experience is preferred over infrastructure experience
- Ability to achieve revenue growth and solution revenue growth targets for their overall region and accounts in partnership with the direct account sales teams
- Understanding of key repeatable industry use cases in Banking
- Superior organizational skills with ability to effectively prioritize
- Ability to travel up to 60% of the time
- Bachelors and/or Masters 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 nontraditional paths. Unique experiences enrich our team and the willingness to dream big makes you an exceptional candidate!
Additional Information :
Work Personas
We approach our distributed world of work with flexibility and trust. Work personas (flexible remote or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work. Learn more here.
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 or nationality ancestry age disability gender identity or expression marital status veteran status or any other category protected by law. In addition all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.
Accommodations
We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process or are unable to use this online application and need an alternative method to apply please contact for assistance.
Export Control Regulations
For positions requiring access to controlled technology subject to export control regulations including the U.S. Export Administration Regulations (EAR) 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 that may be required by relevant export control authorities.
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Remote Work :
No
Employment Type :
Fulltime
Employment Type
Full-time
