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Company Description
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 — Service Now 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.
Job Description
The TMT Industry Go to Market Lead (GTM) – India is a role that operates together with Service Now's customer-centric industry transformation sales teams as well as core functions within the firm (i.e., marketing, product, customer success & implementation partners, etc.) to identify and localize the Service Now Technology Industry solutions to the market and to specific customers / buying centers.
S/he will closely align with our account teams in strategic Technology clients to seed and develop strategic opportunities based on Technology Industry industry solutions. This person may also cover Telco although the focus is Technology Service Providers.
S/he will serve as the main regional point of contact for the strategic technology accounts connecting with more senior and C-suite stakeholders, taking our messaging, communications and experience to the next level with an industry-based lens in their language, and considering their challenges and needs. The ideal candidate brings a grounded point of view, is visionary with the art of the possible, is fact-based and objective in his/her orientation and communication and serves as the key Subject Matter Expert (SME) stakeholder.
S/he will closely align with our core and solution account teams across Technology sub-industries (primarily SI/BPO/MSP but also Software, Hardware, Hyperscaler, Data Center and Telco as needed), to seed and develop strategic opportunities based on Technology industry solutions. S/he will build trusted relationships with customer and partner executives, partner with sales leaders, and be a significant contributor to the revenue growth in our top Technology accounts across the region.
This Leader Is Ultimately Responsible For The Following
Customer Focused Pipeline Development – operate as the industry expert for Technology Industry in India, introducing and educating executives and senior leaders to Service Now through leadership and participation with customers at industry events, executive business reviews, etc. This activity should directly lead to new pipeline creation.
Sales Oriented Pipeline Progression - Partnering 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 life cycles by helping the team highlight the business value and competitive differentiators.
Partner Development & Execution – leading priorities with select (top 3-4) partners to support in industry leadership positioning, enablement and customer development. Focus should be an accelerant for customer focused pipeline priorities.
Analyze, Drive & Report on The Business – analyzing the 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.
S/he is expected to 'roll up their sleeves' and is equally comfortable devising a multi-year strategy to penetrate the local market while also updating a tracker with the status of existing opportunities and key areas of pursuit. S/he thrives in a high growth, fast-paced environment, and can maintain a 'north star' point of view despite managing the urgent requests of a given day.
A typical day involves equal parts brainstorming on how to go to market in region more effectively; attending high-value marketing events operating as an…
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