Avp, Emea Strategic Engagements - Munich, Deutschland - ServiceNow

ServiceNow

Geprüftes Unternehmen

Munich, Deutschland

vor 1 Woche

Geschrieben von:

Lena Wagner

beBee Recruiter

Beschreibung

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 7,700+ customers, we serve approximately 85% of the Fortune 500, and we're proud to be one of FORTUNE 100 Best Companies to Work For and World's Most Admired Companies.

Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

Reporting to the Global Vice President of Strategic Customers (Elevate) the
AVP, EMEA Strategic Engagements mission is to drive ServiceNow's long-term revenue growth and profitability through larger and more strategic transactions across our Europe, Middle-East, and Africa "EMEA" business.

The AVP will lead a small team of in-region deal experts in driving end-to-end deal strategy, developing creative commercial structures, and leading complex negotiations for our most strategic deals.

The
AVP, EMEA Strategic Engagements will help define and follow a consistent programmatic approach to engaging with GEO presidents, regional sales organizations and cross-functional deal execution teams to execute large, complex, and strategic deals.

The role will utilize collaborative account planning, out-quarter pipeline development, opportunity review cadences, deal coaching and choreography, and thought leadership, to ensure relevant parties are involved in the right way and at the right time to maximize market opportunity and accelerate the sales cycle to close larger deals successfully.

The
AVP, EMEA Strategic Engagements will be expert in the contractual aspects of ServiceNow's business, and able to articulate value and structure complex, multi-product agreements to enable the right deal to be presented to the customer.

The role also participates in ServiceNow's overall transformation effort to establish the best Enterprise salesforce in the industry.

Priorities & Responsibilities

Agree on resourcing and prioritization with the EMEA GEO Chief of Staff, Business Operators, and SVPs.
Champion all collaborative, integrated GTM activities for our Strategic Accounts, including account planning sessions, strategic pursuits, WIN Forums, review cadences or other GTM activities
Drive big deal thinking and best practice sharing both within the immediate team and across the Global team (deal structure, operational opportunities, content on attractive themes like Digital Transformation, Artificial Intelligence, references, etc.)
Be a voice on behalf of our sales teams to corporate, aiming to continually improve and ensure successful outcomes for our most strategic customers
Oversee team's set of deal engagement; support the proactive prioritization of opportunities where we intend to build > $5M+ NNACV opportunities, track deal progression, and escalate risks/needs to senior leaders as needed
Develop team talent through handson coaching, growth conversations, and support
Represent ServiceNow in senior customer facing roles as executive sponsor, business strategist and negotiator

Measure of success

Growth % of large & complex closed deals > $5M+ NNACV/$15M+ NNTCV
Participation % of regional deal volume ($)
Customer Feedback & NPS

Qualifications

15 + years of experience in the software industry
10 + years of consultative direct sales experience into Enterprise accounts, preferably selling SaaS
5 + years of experience in a leadership/sales leadership role
2 + years of Large Deal or Corporate Strategy/Business Development experience, supporting complex transactions such as M&A, IP Acquisition, Revenue Share Models, etc.
Demonstrated coaching and mentoring experience
Excellent presentation and communication skills
Excellent knowledge of Sales Methodologies
Organizational and analytical skills
Experience within a large organization, ability to work in a matrixed environment
International work experience
Continuous improvement and growth mindset

Additional Information
ServiceNow is an Equal Employment 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.

At ServiceNow, we lead with flexibility and trust in our distributed world of work. Clic