Company Description
At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you.
With more than 7,400+ customers, we serve approximately 80% of the Fortune 500, and we're on the 2021 list of FORTUNE World's Most Admired Companies®.
Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.
Job Description
Our Solution Sales organisation is comprised of multiple specialist sales teams who bring domain expertise around different use cases, addressing key personas beyond IT, as we continue to expand and diversify the power of the ServiceNow platform with our customers.
The Director Sales, Data and AI EMEA North, is a key leadership appointment within our Solution Sales and EMEA North organisation. Accountable to the Area VP in EMEA North, the successful candidate will have a major impact on our future success. Data, Analytics and AI are the cornerstone of how we enable transformation for our customers using the ServiceNow platform
Role:
To lead your business in achieving and exceeding sales quotas for the Region on a quarterly and annual basis by:
- **Driving ****the sales strategy for Data, Analytics & AI **across EMEA North (Netherlands, BeLux, Denmark, Sweden, Norway, Finland & Baltics) supported by a clear execution plan.
- **Building and scaling a team of direct Sales Executives **to drive rapid new business sales growth in the region (this could be expansion into existing ServiceNow customers or net new logos).
- **Coaching and mentoring team members on an ongoing basis **to drive excellence, and so the individual contributors can act as trusted advisors for AI-Ready Data by understanding each customer’s current and future data and analytics strategy, including governance, AI/ML adoption, and modernisation of their data ecosystem.
- Leading your organisation and the wiser ServiceNow ecosystem in EMEA North to build an AI-Ready vision with C-Suite personas such as Chief Data Officers, Chief AI Officers, Chief Architects and CIOs in discovery conversations and value-based discussions that link data and analytics strategy to business transformation outcomes.
- **Building effective working relationships and collaborating closely with **Regional Account Teams, the Solution Consulting organisation, other Business Units (such as Customer, Employee, IT, Risk/Security and Platform), Professional Services, Marketing, our Partner ecosystem and the ServiceNow executive team to deliver integrated, outcomes-based solutions that leverage the full company portfolio.
- Presenting thought leadership at customer briefings, partner events, industry conferences, and executive forums to influence the customers perspective of our credibility in data, including the market narrative around data, analytics, and AI adoption.
- Understanding and collaborating closely with the regional partner ecosystem by enabling partners on solution value, developing joint go-to-market motions, and ensuring customers benefit from a cohesive experience, and to support ServiceNow’s growth ambitions.
- **Driving an emphasis on high-value, strategic **that create opportunities both for new business and long-term expansion.
- **Coaching your team to lead the sales process **from prospecting and pipeline generation to opportunity management, negotiation, and closure.
- Managing and reporting accurate forecasts and pipeline management within the business
- Defining territories and quotas for the sales team and effectively communicating to set performance expectations accordingly.
- Leading your organisation through detailed and structured territory planning, relationship development and opportunity management to support all the above.
Qualifications
To be successful in this role you have:
- Proven Enterprise Sales Leadership Experience with a history of over-achievement in software or platform sales, ideally in Data, Analytics, Cloud, or AI-driven solutions.
- **Demonstrable success **in recruiting, coaching and managing an exceptional sales team.
- Data & Analytics domain expertise: A strong understanding of Data Platforms, AI/ML, Business Intelligence, Analytics strategies, and Governance frameworks. Hands-on experience positioning solutions that directly impact a customer’s data-driven transformation journey.
- C-Suite Engagement Skills: Ability to engage, influence, and build trusted partnerships with senior executives, particularly CDOs, CAOs, CIOs, and CTOs. Demonstrated success in co-creating vision and strategy at the executive level – and in coaching others to do the same.
- Solution Selling skills: Experience in consultative and complex sales processes, orchestrating multi-stakeholder engagements, and leading cross-functional pursuit teams.
- Technical & Business Acumen: Ability to bridge technical detail with business value, translating complex data/AI concepts into clear outcomes and ROI.
- Proven Track Record: Consistently exceeded quota and grown territory or accounts in a competitive enterprise environment.
- Strong strategic thinking including analytical and financial planning skills to meet and exceed quotas and goals.
- Collaboration & Leadership: Strong teamwork, storytelling, presentation, and facilitation skills; ability to align internal teams and partners behind a shared customer vision.
- Talent Development: Champion and promote top performers, while addressing instances of low performance. Constantly develop and coach sales team to be self-motivated and embracing a culture of collaboration, enthusiasm, and overachievement.
- Industry Insight: Awareness of Data, Analytics & AI trends, and the ability to bring forward insights that shape customer thinking.
- Sales execution mastery: Experienced in driving the sales process using proven methodologies, and driving effective working relationships with Sales Operations. Ensure accurate CRM hygiene including current and future quarterly forecasts and opportunity review.
- Education: Bachelor’s degree in Computer Science, Engineering, Data Science, Business, or related field (MBA or equivalent advanced degree preferred).
- Travel: Willingness to travel regionally (up to 40–50%) to engage with customers, partners, and internal teams.
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 globaltalentss@servicenow.comfor 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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