Senior Manager, Sales MoveWorks

Moveworks Sales team works with a best-of-breed product that solves real problems for our customers. Sellers follow a well-defined methodology that helps them identify the customers unique needs and clearly convey the value of the Moveworks platform. Whether youre looking to learn from the best or be the best the Moveworks sales team is dedicated to furthering personal development and team success.

We are searching for an experienced Manager of Sales to help grow our team. Youll be responsible for working with your team of 4 Solution Sales Account Executives providing feedback coaching and training to ensure quota attainment and overall account development. Your responsibilities include recruiting team enablement regional forecast management customer engagement territory balancing while contributing to new customer logo acquisition efforts.

• Prospect and sell into defined set of accounts within your respective region and vertical
• Consistently build strong pipeline quarter over quarter 
• Ensure high forecasting accuracy and consistency
• Consistently achieve quarterly and annual numbers
• Develop a deep comprehension of customers business across your account base
• Establish loyal champion relationships within account targets who can navigate guide and refer opportunities
• Negotiate favorable deals and business terms with large State Local and Public sector enterprises by selling value and ROI
• Partner with existing customers to drive adoption and expanded reach within your assigned territory. 

Qualifications :

What You Bring To The Table

• A sales leader with 3-5 years of 1st line management combined with 5 years of hands-on closing complex software deals
• Driven and have met/exceeded direct sales goals of $5-10M and leading teams consistently closing average deal sizes of $150-500K while continuing to close $MM deals
• You are a constant Recruiter! Moveworks hires company builders and in this role you will be asked to be on the lookout for the best talent to bring onboard to help us continue to build one of the best companies in the world
• Experienced in working for an innovative tech company (SaaS IT infrastructure or similar preferred) selling unbudgeted software without a big brand name.
• Familiarity with the challenger sale or MEDDIC approach
• Presidents Club top rep top percentile performer consistent YoY overachievement
• Systematic approach to encouraging Pipeline Generation that ensures both consistent pipeline growth week over week and strong messaging contained in actual emails/calls.
• NBM Prep & Execution - Ability to walk into NBMs with a perspective position Moveworks and our differentiation and schedule next steps
• Building Champions / Navigating Personas - Developing champions effectively in each sales cycle and getting multi-threaded within accounts
• Technical Validation - Leverages CDD & SDW to uncover their required capabilities and ties them back to business pain
• Adherence to Deal Hygiene (Mutual Action Plans / SFDC)
• Ability to demonstrate strong acumen around value selling methodology (MEDDPIC Force Management Challenger etc..)
• Presidents Club top rep top percentile performer consistent YoY overachievement
• Systematic approach to Pipeline Generation 
• Ability to drive C-level relationships
• Well versed in developing strong Business Cases for justification of net new spend
• Deal Hygiene (Mutual Action Plans / SFDC)

JV20

For positions in this location we offer a base pay of $157450 - $259800 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

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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 :

No

Employment Type :

Full-time