VP, Inspire Value

ServiceNowSanta Clara, CALIFORNIA, United States

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Job Description

ServiceNow is seeking a Vice President, Inspire Value for the Americas region to lead the ~70 person regional team. This leader brings deep expertise in driving value-based customer transformations and helping them to see the potential of what the ServiceNow AI Platform for Business Transformation can drive within his / her organizations. The VP, Inspire Value, AMS is ultimately responsible for shaping our highest potential value customer segment and value realization, together with the Account Executives and Client Directors, resulting in larger, more cross-functional pipeline and higher win rate. We are looking for someone who wakes up every day energized to take our most important asset – our customers – and plant the seeds for sustained, transformational value creation, bringing the region at large along with him / her on the journey.

This leader thrives in aligning the company towards impact-focused, consultative-like interactions to build consensus and alignment within our top customers on how the core ServiceNow platform capabilities can support CXO business transformation objectives. Through years of practical experience, customer leadership, and a fundamental knowledge of business and technology needs, this leader builds and develops trusted advisor relationships across our customers, partners, and internally in the ServiceNow ecosystem. Critically, this role is at the heart of our Global Industries & Solutions business within the AMS region – acting as the connective tissue across the global organization to provide a unified point of alignment within the matrix for the AMS leadership team - with a focus on their priorities and business outcomes. A typical day involves equal parts leading blue sky executive customer workshops, creating alignment with core stakeholders on the next tranche of customers we are prioritizing for business value assessments, and ensuring successful, high quality delivery from his / her team members on a challenging impact analysis to ensure that we are bold and balanced in our vision for transformation.

This position will report to the GVP, Marquee Experience & Inspire Value, and will partner closely with this leader as well as the AMS Leadership Team.

What you will do in this role :

Lead and align an outstanding cross-AMS value advisory team of ~70 strong – one that is at the center of our most strategic customer opportunities
Hire the best and most diverse $20B+ talent to support a high growth business, maintaining a quality bar for excellence that prioritizes consultative selling capabilities, and AI-centric approach to productivity gains in how we work
Lead from the front in how showcase the transformational value of the ServiceNow platform for priority customers, including facilitating C-level executive customer workshops (EBCs) to bring our best foot forward based on an industry-grounded value lens, fostering genuine customer excitement and momentum with ServiceNow
Partner closely with our AMS leadership team and Major Area Leaders within the market to align priorities designed to elevate our strategic customers’ experience with ServiceNow and emphasize value creation / acceleration
Coach and enable value consultants to construct high-quality, personalized and tailored customer deliverables aligned to our customers’ priorities that inspire them to take the first step with ServiceNow
Rethink the concept of “scale as a service” across the AMS region, especially for Business Value Assessments and Value Realization Assessments, to ensure an engine grounded in both quality and efficiency, that can help extend the reach of current support at same or lower cost
Spend 10-20% of time serving as the Global Industries & Solutions integrative conduit for AMS, ensuring seamless alignment of the matrix across Solution Design, Industries & Solutions growth, and Marquee Experience in the context of AMS; serve as member of extended AMS leadership team to provide bi-directional feedback on strategy and execution
Foster a community of collaboration and nurture a culture of creating distinctive experience across all integrated go to market teams such as sales, marketing, solution consulting, enterprise architecture, industry & solution GTM, partners, customer excellence
Partner with key stakeholders across the organization to create clarity of purpose, alignment of plan, and synchronicity of execution, including : Geo Leaders, Account Executives / Client Directors, Architects, Industry Experts, Solution Experts, Product, Marketing, Customer Excellence, Partners, Analytics and others

Qualifications

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 AI's potential impact on the function or industry.

15+ years of experience across a combination of at least 2 of 3 domains : 1) management consulting, 2) financial planning & analysis, and 3) enterprise software value selling

Demonstrated track record of inspiring and motivating high performing teams, through a combination of clear goal-setting, hands-on expertise, and leadership and alignment coaching

Deep expertise in leveraging technology to drive transformational business outcomes, with a maniacal focus on identifying and moving core KPIs, driving insights to action

Distinctive executive presence with C-suite leaders across a variety of functional domains (e.g., HR, Finance, Operations, IT, Customer Service, Group P&L leaders) with demonstrated ability to sponsor customer accounts to grow the business

Prowess at building distinctive, long-term relationships, both with customers and internal stakeholders, with an emphasis on alignment, shared goal development and clear communication

Demonstrated ability to leverage analytics and insights to significantly change the trajectory of a business based on a data-driven approach to aligning stakeholders

Experience working across a global matrix with track record of simplifying ways of working, alignment and overall performance

Broad-based AMS experience, ideally with each of Mexico / Latin America and Canada as well, with both customers and teams

Core alignment with ServiceNow values, including Win as a Team, Humble & Hungry, and Wow the Customer – reputation for operating with integrity, honesty and curiosity

Ability to travel up to 30% of the time

For positions in this location, we offer a base pay of $274,800 - $467,200, 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 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 globaltalentss@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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Value • Santa Clara, CALIFORNIA, United States