Area VP, Defense

What you get to do in this role:

The Area VP will be a second line leader and will lead the Defense vertical for the Federal Business in the United States.  The customer set will comprise ServiceNows key strategic accounts across four (4) major Regions: US Army US Navy US Air Force and the 4th Estate.  In this role the Area VP will manage and lead a team of four (4) 1st line Regional Directors who have 6 individual contributors (Senior Account Executives) reporting to them.  Role expectations include:

• Develop and execute on Defense focused vertical and horizontal sales strategies pushing further into the lines of business and mission driven initiatives. 
• Continue to scale and grow market revenue share by meeting and exceeding the assigned team quota increasing enterprise-wide contracts and landing strategic wins. 
• Empower and guide your team to build strategic account plans that focus on the longer-term joint success of its Customers and ServiceNow. 
• Able to establish and nurture relationships at the highest levels of organizations; intentionally focused on customer outcomes and success. 
• Lead with a General Manager mindset leveraging a deep and wide support ecosystem as OneTeam.
• Delivers sales excellence by establishing a rhythm of the business that orchestrates team synchronization accurate forecasting and clear priorities communication on a daily basis. 
• Be deliberate in the development of the teams growth actively recruit top talent from Industry and build winning teams. 
• A Servant leader who drives energy clarity and a growth mindset across the business; elevates those around the team

Qualifications :

To be successful in this role we need someone who has:

• Experience in leveraging or critically thinking about how to integrate AI into work processes decision-making or problem-solving. This may include using AI-powered tools automating workflows analyzing AI-driven insights or exploring AIs potential impact on the function or industry.
• 10 years experience managing a team of field-based sales representatives in a matrixed sales environment in the enterprise software space to enterprise customers (over 5000 employees) 
• Strong experience managing multi-tiered customer relationships; demonstrated ability to coach and mentor 
• A consistent track record of meeting and exceeding team quotas selling to large accounts (20000 employees) 
• Experience attracting retaining and developing high performing high potential talent through assessing selecting onboarding coaching and developing 
• A track record of managing a growing team in different geographical locations across the Eastern US 
• Superior knowledge and demonstrated skills of sales techniques customer interaction customers relations 
• Strong forecasting and reporting capabilities 
• A proven and consistent track record selling to large enterprise level customers and established relationship at the C-suite level 
• Strong organization communication team work presentation problem solving and time management skills 
• Experience inspiring the team to follow defined best practices 
• The ability to navigate and collaborate through complex opportunities 
• A competitive can do optimistic realistic attitude strong work ethic humility and excellent team building communication and listening skills 
• The willingness and ability to travel 50% of the time 

JV20

For positions in this location we offer a base pay of $194300 - $320600 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