Top Accounts Director

**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 7,400+ customers, we serve approximately 80% of the Fortune 500, and we're on the 2021 list of FORTUNE World's Most Admired Companies®.

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

Top Accounts Team**

The Strategic Go to Market (SGTM) Top Accounts Team provides programmatic support to our high potential accounts, providing a geographically aligned engagement with account teams to ensure the success of our largest and most strategic clients. Role: GTM Top Accounts Director

We are looking for a proven strategic thinker and doer that will drive sales strategy and delivery to their assigned accounts as an integral part of the account team with the support of the extended internal and external ecosystem.
**The Top Accounts Director will deliver on five key areas of support including**:

- Being the “Connective Tissue” and providing white glove services for their assigned accounts
- Establishing the account Strategic Planning with Core Functions (CxO Programs, Inspire Value, Account Based Marketing, Executive Briefing Center, G6 Strategic Partners, etc.) and drive the Operating Rhythm
- Drive Account Strategic Delivery across cross-functional groups beyond our Core Value proposition, with new Buying Centers and with a multi-year perspective from dream big idea generation to deal closure
- Run ‘NowValue Business Reviews’ a.k.a. quarterly business reviews with C-suite to showcase value realized, highlight value optimization opportunities and discuss future growth
- Evolve to become a trusted advisor with key customer champions and executives

The individual will leverage strong management skills to overachieve in a fast-paced sales environment. They will be a strategic, analytical thinker and know how to leverage data to make decisions and execute on stretching growth plans. They will have a high level of integrity, coaching acumen, strong executive presence and communication skills, and a passion for leading and winning.
**What you get to do in this role**:

- Provide strategic services to sales and customers to increase annual contract value and expand ongoing pipeline
- Develop, communicate and execute on a multi-year plan to grow business
- Work cross functionally with industry, value and advisory matrix teams to develop industry specific GTM strategies
- Cross-functional collaboration to align on go-to-market strategy: GTM, Solution Sales, Solutions Consulting, Field Marketing, Customer Success, Professional Services and Alliance and Channels
- Be a trusted advisor and leader who sets a high bar, leading from the front
- Establish and nurture relationships at the highest levels of organizations
- Demonstrate thought leadership to drive innovative customer engagement
- Work closely with senior sales leadership, including Global EVPs, Geo leads, P4 and external CEO Advisory board members
- Help develop and improve Strategy Decks/Account Plans and Joint Pursuit Plan (JPP) with our G6 partners
**Qualifications**
To be successful in this role you have**:

- 15+ years of experience in field sales/sales management or consulting in a matrixed and complex sales environment with a focus on aligning to company initiatives
- Must have experience in big deal pursuit at large enterprise software vendor, preferably outside IT and addressing customers’ core business needs
- Must have experience in partnering with global major consulting/advisory firms to create big deal opportunities
- Must have experience in selling solutions addressing non-IT domains
- A competitive, can do, optimistic, realistic attitude, strong work ethic, humility and excellent team building communication and listening skills
- Strategic consultative mindset, understand business and people change, can engage with depth and breadth at C-Level, A growth mindset
- Strong C-Suite Consultative approach
- High Emotional Intelligence
- Strong interpersonal skills to coach and develop future state behaviours
- Strong experience influencing multi-tiered customer relationships and C-Suite influencers
- Experience attracting, retaining, and developing high performing, high potential talent
- Superior knowledge and demonstrated skills in sales techniques, customer interaction, customers relations
- A proven track record enga