Client Director

Company Description
It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today - ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.
Job Description
We are seeking a highly motivated leader and team player to drive and support a plan to accelerate and scale the growth of our Google Cloud business. You will focus on enterprise customers in Japan. This role includes responsibility for meeting sales quota and pipeline forecasting. You will build close relationships with customers, Google Cloud, and ServiceNow field sellers while leading virtual teams including solution sales, solution consulting, partner, product, and operations. This is a key and strategic role that requires a balance of sales, strategy, and a roll-up your sleeves and 'get it done' attitude. Success requires the execution of a plan to develop and accelerate the growth of ServiceNow revenue on Google Cloud both with top existing customers and to land new enterprise customers. You must be a highly motivated team player with expertise working in a fast paced, cross-functional manner where change is constant. You can establish broad senior level relationships. You have a proven track record of delivering results and getting things done. You demonstrate strong business acumen, have outstanding communication skills, and can effectively build relationships, negotiate complex multi-million-dollar contracts, and influence large purchase decisions for the biggest brands in the world.
What you get to do in this role:
• Create a Google Cloud sales plan with ServiceNow Japan leadership to drive growth and then bring it to life. Leverage your passion for driving sales results to close.
o Build trust and deep multi-tiered relationships through the customers' organization, from business unit teams to CxO level
o Work with the greater ServiceNow solution teams to develop a ServiceNow solution based on the customer's strategic outcomes
o Manage relationships between ServiceNow, Google Cloud, and executive-level customers
o Present the value of the ServiceNow and Google Cloud partnership while evangelizing joint innovation use cases
o Negotiate complex multi-million-dollar contracts
o Grow the ServiceNow business on Google Cloud year over year
• Build mindshare within Google Cloud field sales leadership and account teams to drive sales
• Develop a clear roadmap across the customer and ServiceNow teams to promote an outstanding customer experience
• Ensure customers are at the center of everything. Deliver high-value outcomes for customers
• Ensure alignment with Value Selling (ie: Value Prompter), NowSell principles and partner 3-way sales
• Tackle strategic projects to smooth hyperscaler adoption across ServiceNow inclusive of operations, finance, reporting, enablement, and deal desk.
• Responsible for weekly pipeline reporting, progress updates, customer references, deal registration
• Work with marketing to plan events, land public customer references, and drive customer engagement including stage presence at major events
Qualifications
To be successful in this role you have:
• 10+ years of experience in large client management, and aligning account strategies to revenue opportunities
• 5+ years of experience as a Client Director or equivalent role with validated multi-million-dollar sales solutions experience and Executive level relationship management
• Previous sales experience in IT Service Management, HR, Security Operations, Customer Service and IT Operations Management (within software or IT sales organizations)
• Ability to understand broad, macro-level business and IT needs for the largest, most well-known brands in the world
Desired Skills/Experience/Assets:
• Background experience from a career working at ServiceNow and/or Google Cloud
• Strong track record of exceeding sales targets by 150% or greater
• Good understanding of hyperscaler co-sell sales motion and marketplace.
• Strong and proven track record of successful Senior Executive and C-level executive engagement
• High energy, enthusiasm, and passion for the business
• Excellent understanding of growing and sustaining businesses in a highly competitive and changing marketplace
• Comfortable with ambiguity, complexity, and thinking on multiple levels of abstraction; demonstrates use of critical thinking techniques.
• Excellent spoken and written communication, interpersonal, relationship building skills in English and Japanese.
• Experience leading virtual and matrixed teams
• ServiceNow platform and Google Cloud training a plus (not required)
• Travel up to 50%
FD21
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 and their assigned work location. Learn more here . To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.
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 [email protected] 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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