AVP, Energy & Utilities Industry GTM

We are looking for a Global AVP for Energy & Utilities Go To Market. The ideal candidate is an Energy & Utilities industry expert with deep knowledge of industry pain points business processes system landscapes and solutions crossing key segments including power generation transmission and distribution renewables oil and gas and water utilities. They will have deep expertise in asset management field service operations grid modernization workforce management regulatory compliance cybersecurity and customer experience transformation.

The Global AVP for Energy & Utilities Go To Market will identify and localize the ServiceNow Energy & Utilities solutions globally. They will closely align with our account teams across strategic Energy & Utilities clients to seed and develop strategic opportunities based on industry solutions. And they will build trusted relationships with customer and partner executives partner with sales leaders and account teams and be a significant contributor to the revenue growth in our top Energy & Utilities accounts. 

This leader is ultimately responsible for 4 specific areas of responsibility including: 

1. Customer Focused Pipeline Development  Operate as the industry expert for Energy & Utilities 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.  This role is primarily designed to complement the sales cycle drive results and grow the business.  As a former practioner your guidance and reputation in the industry ultimately grows the business from the front through hyper-focus of whats most important in the industry. 

1. Sales Oriented Pipeline Progression - Partner 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.  

2. Partner Development & Execution  Lead priorities with select (top three to four) partners to support industry leadership positioning enablement and customer development. Focus should be an accelerant for customer-focused pipeline priorities.  Ultimately partners are pivotal to implementations building pipeline and adding accelerators all aimed at driving the business and value to our customers.  

1. Analyze Drive & Report on The Business Analyze the global and 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 high-yield actions. 

Qualifications :

• 12-15 years of experience in Energy & Utilities with proven success in guiding strategy operations and day-to-day functions within utilities power companies or oil and gas organizations with deep knowledge of core operational processes and key markets for Energy & Utilities 

• Strong understanding of regulatory compliance and cybersecurity frameworks and their implications for the Energy & Utilities sector including but not limited to: NERC CIP (Critical Infrastructure Protection) NIS2 Directive (EU Network and Information Security) IEC 62443 (Industrial Automation and Control Systems Security) ISO 27001/27002 (Information Security Management) NIST Cybersecurity Framework FERC regulations UK National Grid Cyber Security Strategy Australias Security of Critical Infrastructure (SOCI) Act Singapores Cybersecurity Act and other regional critical infrastructure protection and operational technology (OT) security requirements.

• Established industry presence and brand within the Energy & Utilities sector including active participation in industry events associations and thought leadership forums 

• 5 years of Enterprise Platform Software selling into Energy & Utilities organizations as a subject matter expert or in a business development business consulting solution consulting or similar capacity  

• Ability to travel up to 60% of the time 

For positions in this location we offer a base pay of $206100 - $371000 plus equity (when applicable) variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline and individual total compensation will vary based on factors such as qualifications skill level competencies and work location. We also offer health plans including flexible spending accounts a 401(k) Plan with company match ESPP matching donations a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

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 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 :

Yes

Employment Type :

Full-time