Key Account Director - CRM - TMT

ServiceNow; Mumbai; On-site; INR 900,000 - 1,300,000; Full time

Job summary

ServiceNow is seeking an Account Director – CRM – TMT to drive market success for our CRM and Industry Workflow solutions across Telecom, Media and Technology verticals. You will shape territory strategy, engage executives, and lead AI-enabled transformations that connect customer engagement and enterprise workflows on our AI-native platform.

You will collaborate with cross-functional teams to define transformation roadmaps, articulate business value, and expand CRM opportunities across Sales,

Qualifications

• Experience integrating AI into work processes or decision-making.
• Strong understanding of CRM and enterprise workflows.
• Proven ability to articulate business value and ROI in complex deals.

Responsibilities

• Support territory strategy and planning for verticals incl. Manufacturing, Retail & Distribution.
• Provide strategic input during account planning for CRM-led transformations.
• Align territory actions with Now Value principles and measurable outcomes.
• Engage with customers to envision digital transformation and roadmaps.
• Drive AI-led CRM transformation conversations and demonstrate ROI.
• Identify CRM opportunities across Sales, Customer Service, Field Service, and orders.
• Develop opportunities within the TMT ecosystem and establish strategic relationships.
• Collaborate with Account Executives, Solution Consultants, and partners.

Skills

AI in business processes

Enterprise software sales

CRM solutions

Stakeholder management

Strategic account planning

Education

12+ years of enterprise solution sales experience

Job description

Company Description

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.

Join us to put AI to work for people.

Job Description

The Account Director – CRM – TMT will drive market success for ServiceNow's CRM and Industry Workflow solutions across Telecom , Media and Technology vertical ,

These solutions are built on ServiceNow's market-leading AI platform, enabling organizations to connect customer engagement, sales, service, field operations and enterprise workflows through a unified platform. By leveraging AI, data and automation, ServiceNow helps enterprises transform customer experiences, improve operational efficiency and accelerate business outcomes.

What you get to do in this role:

• Support territory strategy and planning to improve vertical understanding, account use-case targeting and execution across Manufacturing, Retail and Distribution accounts.

• Provide strategic input to Account Executives during account planning, identifying opportunities for CRM-led transformation and industry-specific workflow adoption.

• Ensure territory strategy and account recommendations are aligned with ServiceNow's Now Value principles and measurable business outcomes.

• Engage with customers to envision digital transformation opportunities, articulate business value and develop strategic transformation roadmaps in collaboration with account teams and partners.

• Drive AI-led CRM transformation conversations, helping customers understand how Agentic AI, AI agents, intelligent automation and workflow orchestration can transform business processes.

• Identify opportunities to leverage ServiceNow CRM capabilities across Sales, Customer Service, Field Service, Sales and Order Management, and industry-specific workflows.

• Additionally, identify and develop CRM opportunities within the TMT ecosystem, positioning ServiceNow as a strategic platform to transform global sales, customer service, field operations and enterprise workflows.

• Engage with TMT leadership, business stakeholders and technology decision-makers to identify enterprise transformation opportunities and establish strategic relationships.

• Partner with Solution Consulting and Specialist Solution Consulting teams to develop capability roadmaps, solution positioning and differentiated customer value propositions.

• Coach Account Executives, ADRs and ACE teams on foundational CRM and industry solution capabilities to identify opportunities and effectively manage the sales cycle.

• Build strong relationships with customer business stakeholders and technology leaders to drive strategic solution adoption.

• Customize time allocation and engagement based on territory priorities, account opportunities and the needs of the broader sales organization.

Qualifications

To be successful in this role you have:

• 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.

• 12+ years of relevant experience in enterprise solution sales, technology sales, CRM sales or an alternative customer-facing sales role.

• Strong understanding of CRM solutions, enterprise business processes and customer experience transformation.

• Demonstrated ability to articulate the business value and ROI of specialty solutions and lead complex solution sales opportunities.

• Understanding of AI concepts and their application in enterprise business processes, including Generative AI, Agentic AI, AI-powered automation and intelligent workflows.

• Ability to identify opportunities where AI can improve business decision-making, automate processes, enhance customer experience and deliver measurable business outcomes.

• Experience leveraging AI-powered tools, workflow automation or AI-driven insights to solve business problems and improve operational efficiency.

• Understanding of TMT , Telecom, Media and technology business processes and industry-specific transformation priorities.

• Strong consultative selling, stakeholder management, communication and presentation skills.

• Ability to collaborate effectively with Account Executives, Solution Consultants, Specialist Sales teams and ecosystem partners.

• Willingness to travel 30–50% as required.

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, religion, sex, sexual orientation, national origin, age, disability, gender identity, 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 [e-mail] 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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