Director, Enterprise Sales - Midwest

ServiceNow - Chicago, IL

Full-time - Senior

Chicago, IL

5,001-10,000 employees

Professional, Scientific, and Technical Services

About the position

As the Director of Enterprise Sales for the Midwest region, you will play a pivotal role in driving new business sales growth for ServiceNow. Your primary responsibility will be to build and lead a team of direct Sales Executives who are tasked with achieving rapid sales growth in the region. You will collaborate closely with Sales Operations to develop and implement a robust sales strategy that effectively addresses the competitive landscape and maximizes our market presence. This role requires active engagement in territory planning, relationship development, and opportunity identification, as well as supporting Field Sales Teams in closing deals to drive revenue. In addition to sales strategy and execution, you will be responsible for recruiting, coaching, and mentoring your team members to foster a culture of excellence. You will develop territories and quotas for the sales team, clearly communicating performance expectations to ensure alignment and accountability. Accurate forecasting and pipeline management will be critical, as you will be expected to report on these metrics to the business regularly. Achieving annual sales goals on both a quarterly and annual basis is a key requirement of this role. Your role will also involve engaging with C-level executives to understand their business requirements and building effective working relationships across various departments, including Solution Consulting, Professional Services, Marketing, and our Partner community. Retaining and growing the existing customer base through regular engagement activities will be essential to delivering an exceptional customer experience. This position is based in either Chicago or Milwaukee, and you will be expected to leverage your extensive experience in new business sales to drive success in this dynamic environment.

Responsibilities

• 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.
• Actively engage in territory planning, relationship development, and opportunity development to drive revenue.
• Recruit, coach, and mentor team members to drive excellence.
• Develop territories and quotas for the sales team and effectively communicate performance expectations.
• Manage and report accurate forecast and pipeline to the business.
• Achieve annual sales goals on a quarterly and annual basis.
• Engage and align effectively in C-level meetings to understand customer business requirements.
• Build effective working relationships with Solution Consulting, Business Units, Professional Services, Marketing, and the ServiceNow executive team.
• Retain and grow existing customer base with regular non-sales customer engagement activities.

Requirements

• Current location in Chicago or Milwaukee.
• Extensive track record of new business sales success including presentation and negotiation skills at the 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 processes and building 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 topgrades 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.