Area VP of Sales, Federal Civilian - ServiceNow

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.

The Area VP of Sales is a second line leader role focused on leading LEAPS, Land & Logistics, Science & Research, and Citizen Services verticals for the Federal Civilian business. In this role, the Area VP of Sales will manage and lead a team of (4) 1st line Regional Directors who have (6) individual contributors (Senior Account Executives) each reporting to them.

Role expectations include:

• Develop and execute on Federal Civilian 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.
• Recruit a team of specialized sellers to drive the NOW Platform into the Customer Service office and the cross functional teams that support customer engagement.
• Empower and guide your team to build strategic account plans that focus on the longer-term joint success of its Customers and ServiceNow.
• Partner with our Global Alliance and Channel organization to executive a sell to, with and through model
• 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 One Team.
• 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 team’s 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 tea

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

• 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 5,000 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 (20,000+ 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

For positions in the DC Metro Area, we offer a base pay of $185,450 - $305,950, 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.

Not sure if you meet every qualification? We still encourage you to apply! We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candidate!

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. Learn more here.

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 talent.acquisition@servicenow.com 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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