Director / Sr. Director

Jade Global Software Pvt LTD; Pune District; On-site; INR 3,000,000 - 5,500,000; Full time

Job summary

Jade Global Software Pvt LTD in Pune seeks a Director/Sr. Director to lead aggressive pre-sales, GTM strategy, and executive-level engagement for the US market.

You will own the technical and commercial pre-sales engine, collaborate with ServiceNow AEs, and craft solutions for Hi-Tech, Life Sciences & Healthcare, Manufacturing, and BFSI sectors.

Qualifications

• 14+ years of experience in IT services.
• 6+ years driving ServiceNow-specific solutioning and pre-sales strategy for North American market.
• Experience leading cross-functional teams and engaging with C-suite stakeholders.
• Ability to build digital credibility and conduct remote value-discovery sessions.

Responsibilities

• Own the technical and commercial pre-sales engine to feed and convert the US sales pipeline.
• Introduce innovative GTM strategies and run value-focused workshops to attract prospects.
• Partner with Jade Global and ServiceNow AEs to position as the preferred co-sell partner.
• Tailor ServiceNow architectures to address core industries and drive high-margin deals.

Skills

GTM leadership

Pre-sales strategy

ServiceNow architecture

Education

Bachelor’s degree or equivalent in IT/related

Job description

Director / Sr. Director1

Core Responsibilities Aggressive Pipeline Building & Conversion: Own the technical and commercial pre-sales engine to consistently feed and convert the US sales pipeline. Introduce innovative GTM strategies—such as rapid proof-of-value workshops, platform health-check campaigns, and AI-readiness clinics to capture the attention of US prospects. Proactive Prospect Engagement: Actively participate in top-of-funnel pursuits. Join discovery calls, lead executive-level architecture briefings, and directly engage with client CIOs, CTOs, and line-of-business leaders to articulate Jade Global's unique value proposition. Co-Selling with Jade & ServiceNow AEs: Build trusted, high-touch relationships with Jade Global’s US Account Executives and ServiceNow’s regional field AEs. Align with them early in the sales lifecycle to position Jade as the preferred co-sell implementation partner for mid-market and enterprise deals. Industry-Specific Positioning: Tailor ServiceNow platform architectures to address the distinct regulatory, operational, and digital needs of Jade’s core target industries, including Hi-Tech, Life Sciences & Healthcare, Manufacturing, and BFSI. Advanced Commercial Engineering: Architect complex, high-margin commercial constructs. Design blended rate models, managed services pricing (MSPs), output-based structures, and milestone-linked risk-reward frameworks that optimize offshore cost structures while maintaining premium delivery value. Up-sell & Cross-sell Execution (EN/EE): Drive revenue expansion within active accounts. Systematically map client environments to identify cross-sell opportunities (e.g., expanding an existing ITSM footprint into ITOM, HRSD, CSM, or Creator Workflows) and up-sell advanced ServiceNow product capabilities like Now Assist and GenAI. Bid Strategy Leadership: Take absolute ownership of high-value enterprise RFPs and RFIs. Oversee the creation of technical architecture designs, deployment roadmaps, and estimation models, ensuring every submission reflects top-tier consulting quality.

Enterprise GTM Leadership

What We Are Looking For 14+ years of experience in IT services, with at least 6+ years driving ServiceNow-specific solutioning, alliance management, and pre-sales strategy for the North American market. The "Hunter" Mentality from Offshore: Proven capability to generate and influence sales pipeline without being physically present in the US. You know how to build digital credibility, run remote value-discovery sessions, and overcome competitive objections. Ecosystem Credibility: Deep architectural understanding of the ServiceNow product landscape. You can confidently bridge the gap between platform technicalities and real-world business outcomes (such as cost rationalization, employee experience, and workflow automation). Cross-Functional Collaboration: Exceptional stakeholder management skills. You must be equally comfortable negotiating with ServiceNow AEs, coaching offshore technical architects, and pitching to US corporate buyers. US Shift Alignment: Flexibility to align working schedules with US business hours to actively participate in live deals, deal clinics, and strategic client meetings.

Key Success Metrics

Pipeline Contribution & Conversion: Total value of qualified ServiceNow opportunities generated and the conversion rate of those deals into won bookings. Net-New Logo Inflow: Number of net-new enterprise accounts acquired through proactive GTM campaigns and ServiceNow AE collaborations. Cross-Sell / Up-Sell Revenue: Growth in contract value within existing accounts driven by multi-module platform expansion.

Working at Jade Global Talented people are drawn to world-class organizations that offer outstanding opportunities, and Jade Global is an employer of choice for individuals around the world. We invest in each employee’s personal and professional wellbeing because we understand that client success, as well as our ultimate success, starts with our employees. We seek to provide the benefits you need while standing behind you every step of the way. Our programs include health-related policies and leave donation policy.