APJ Security & Risk GTM Business Development Manager

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Solution Sales is on a journey to innovate across ServiceNow’s go-to-market (GTM), delight our customers, and fuel our unparalleled climb to $16B. We are moving fast, and with this rapid scale and dynamic growth we are hiring a strategic sales & GTM leader to drive growth, scale and consistency.  

The BDM Go-to-Market leader will spearhead market success for the Security and Risk Business. This role will focus on driving growth strategy, enhancing solution sales capabilities, and orchestrating cross-functional ecosystem efforts to build a robust sales pipeline and capture market opportunities. As a seasoned sales executive, you will apply your expertise to drive business growth in partnership with various cross-functional teams, including sales, specialist sales, product, marketing, partners, and other key stakeholders.  

This role offers a unique opportunity to make a substantial impact on the organization's growth and success. The ideal candidate is a proven sales & GTM leader with the ability to collaborate effectively, foster relationships, and demonstrate a keen intellectual curiosity that builds trust with senior leaders and stakeholders throughout the organization. The candidate must bring a combination of GTM expertise, deep product & market domain knowledge, and sales excellence to drive results.  

Key Responsibilities:  

• Develop and implement a comprehensive business development strategy with a specific focus on transformation initiatives.  Identify potential business opportunities and partnerships to support the company's growth objectives, leveraging market insights and industry trends.  
• Conduct thorough market research and analysis to identify emerging trends and transformational opportunities within the industry.  
• Collaborate with cross-functional teams to define and refine the company's value proposition and develop innovative solutions to address market needs.  
• Build and maintain strong relationships with key stakeholders, including clients, partners, and industry influencers.  
• Evangelize ServiceNow’s Service value proposition for major deals, partnerships, and strategic alliances, ensuring alignment with the company's overall transformation objectives.  
• Provide guidance and mentorship to the sales team, fostering a culture of excellence, collaboration, and continuous improvement.  
• Monitor and analyze market trends, competitive landscape, and customer feedback to inform strategic decision-making and enhance business development efforts.  
• Collaborate with the executive team to define and execute the company's overall growth strategy, incorporating transformational initiatives.  

Requirements for success 

• Bachelor's degree in business, marketing, or a related field. MBA or advanced degree preferred.  
• Proven experience in a senior-level engagement, with a focus on driving transformational growth across the Consumer goods, retail or financial services sector 
• Deep expertise selling security/risk offerings into the Enterprise market, ranging from incident management, vulnerability management, security operations, risk and keeping abreast of the ever-changing security and cyber-security landscape evolution.
• Demonstrated success in identifying and closing high-value business deals, partnerships, and strategic alliances.  
• Strong understanding of market dynamics and trends, with the ability to translate insights into actionable business strategies.  
• Track record of building and nurturing strong client relationships, driving customer satisfaction, and maximizing revenue opportunities.  
• Strategic thinker with a results-oriented mindset, capable of identifying and capitalizing on transformational opportunities.  
• Ability to thrive in a fast-paced, dynamic environment and adapt quickly to changing business priorities.  
• Strong analytical skills, with the ability to leverage data and market insights to drive informed decision-making.  

Qualifications

To be successful in this role you have: 

• Extensive track record of new business sales success including presentation and negotiation skills within industry and at C Level 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 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  

ServiceNow is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status or any other category protected by law.

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