Area VP of Sales, Federal Civilian

Overview

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.

This is 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 Healthcare, Science & Research verticals for the Federal Civilian business. In this role, the Area VP of Sales will manage and lead a team of (3) 1st line Regional Directors who have (8) individual contributors (Senior Account Executives) each reporting to them.

• 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 Service Now.
• 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 team!

• 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, teamwork, 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 this location, we offer a base pay of $194,300 - $320,600, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. The base pay shown is a guideline, and total compensation will vary based on qualifications, skill level, competencies, and work location. We also offer health plans,…