Director, Sales - Energy

ServiceNow; Houston (TX); On-site; USD 140,000 - 210,000; Full time

Job summary

ServiceNow in Houston, TX is seeking a dynamic regional sales leader to build and lead a high-performing team of direct Sales Executives. You will shape the regional go-to-market strategy, drive new business, and partner with Sales Operations to outpace the competition in the territory.

You will recruit, coach and mentor sales professionals, set territory plans and quotas, manage forecasts, and work closely with executives and Solution Consulting to deliver exceptional customer value and revenue

Qualifications

• Experience integrating AI into work processes.
• Extensive track record of new business sales including C-level negotiations.
• Proven ability to recruit, coach and manage a high-performing sales team.
• Strong strategic, analytical and financial planning skills.
• Owns accurate CRM forecasts and pipeline reporting.
• Experience collaborating with Sales Operations.
• Ability to build long-term strategic relationships.
• Thrives in fast-growing environments.
• Proven partner relationships to grow revenue via partners.

Responsibilities

• Build and lead a regional team of direct Sales Executives to drive growth.
• Develop regional Go-To-Market strategy in coordination with Sales Ops.
• Plan territory, foster relationships, identify opportunities, and close deals.
• Recruit, coach and mentor team members for excellence.
• Set territories and quotas and communicate performance expectations.
• Forecast and report pipeline accurately to leadership.
• Aim to meet and exceed annual sales goals.
• Engage with C-level stakeholders to understand business needs.
• Collaborate with Solution Consulting, Business Units and Partners.
• Retain and grow current customers with ongoing engagement.

Skills

AI in sales

New business sales

Recruiting & coaching

Strategic thinking

CRM forecasting

Partnership development

Forecast accuracy

Executive engagement

Adaptability

Partner ecosystem

Tools

Salesforce CRM

Excel

Power BI

Job 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

What you get to do in this role:

• Build a team of direct Sales Executives to drive rapid new business sales growth in the region
• Build and drive sales strategy for the region in conjunction with Sales Operations to effectively Go-To-Market including understanding the competitive landscape, presence and strength within the region
• Actively engage in territory planning, relationship development and opportunity development and driving revenue by supporting and assisting Field Sales Teams in closing opportunities
• Recruit, coach and mentor team members to drive excellence
• Development of territories and quota for the sales team and effectively communicate to set performance expectations within the team
• Manage and report accurate forecast and pipeline to the business
• Achievement of annual sales goals on a quarterly and annual basis is required
• Engage and align effectively in C-level meetings in order to properly understand customer business requirements
• Build effective working relationships with Solution Consulting, Business Units, Professional Services, Marketing, our Partner community and the ServiceNow executive team
• Retain and grow existing customer base with regular non-sales customer engagement activities to deliver an excellent customer experience

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.
• Extensive track record of new business sales success including presentation and negotiation skills within industry and at C Level
• Strong success in recruiting, coaching and managing an exceptional sales team
• Strong strategic thinking including analytical and financial planning skills to meet and exceed quotas and goals.
• Ownership of accurate CRM reports including current and future quarterly forecasts and opportunity inspection
• Experienced in driving sales process and drive effective working relationships with Sales Operations
• Ability to understand the 'bigger picture' and business drivers around IT
• Ability to build long term strategic and senior level relationships
• Ability to adapt and work effectively within a rapidly changing and growing environment
• Demonstrates strong business and financial acumen
• Built self-motivated sales teams that embrace a culture of collaboration, enthusiasm, and overachievement
• Champions and promotes top performers, constantly develops and coaches the team and themselves, and top grades appropriately
• Proven partner relationships and networks, and ability to grow the impact of revenue streams and territory development through the partner ecosystem
• Ownership of driving successful pipeline generation activities developed by marketing or the partner community

Additional Information

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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