Head of Manufacturing GTM
2 months ago
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Job DescriptionWe are looking for a Head of Manufacturing Industry Go-To Market – India to join our [industry] Vertical Solutions organization. The ideal candidate is a Manufacturing industry expert with knowledge of [industry] pain points, business processes, system landscapes, and solutions crossing key industry segments such as discrete, process, automotive, and consumer goods. You have a point of view on how operational transformation can differentiate the employee, customer, partner, supplier, and dealer experience in the Manufacturing industry. You have experience building, launching and selling enterprise software solutions for the Manufacturing industry. And you are passionate storyteller with the ability to communicate an innovative vision and roadmap for the Manufacturing industry.
This role will serve as ServiceNow's global go-to-market leader and a key partner to ServiceNow's Sales organization in India. The Head of Manufacturing Industry Go-To Market – India will closely align with our India account teams in several strategic Manufacturing clients to seed and develop strategic opportunities based on Manufacturing industry solutions. And you will build trusted relationships with customer and partner executives, partner with sales leaders and account teams, and be a significant contributor to the revenue growth in our top Manufacturing accounts.
QualificationsTo be Successful in this role
- Industry Experience: 10+ years working in or selling into Manufacturing organizations as a subject matter expert, business development, business consulting, project manager, product marketing, solution consulting, or similar capacity. Familiarity with Manufacturing front office and operational processes and the landscape and patterns of Manufacturing industry core ERP, SCM, CRM, and IoT systems.
- Strategic Planning: Ability to create and drive the Manufacturing Go-To-Market strategic business plan with clear pathways to revenue targets across target account strategies, industry solutions, partnerships and marketing. History of being accountable to revenue and pipeline goals.
- Solution Sales Success: Passion for and track record of collaborating with global sales teams (Account Executives, Solution Consultants, Product Sales) as a trusted advisor to seed and develop strategic opportunities based on industry solutions. Experience enabling Sales on the Manufacturing industry message, solutions and resources available, developing high touch and at-scale sales programs, and partnering with global sales teams to seed and advance strategic solution-based opportunities.
- Cross-Functional Execution: Proven ability to generate results in a highly matrixed organization, collaborating with Sales, Pre-Sales, Marketing, Sales Enablement, and Alliances organizations around a common [industry] industry strategy.
- Customer Engagement: Ability to present to large customer audiences and build credibility with CxOs. Proven track record of and passion for building relationships with sales teams as a trusted advisor on account strategy and strategic opportunities
- 15+ years progressive work experience, including 10+ years of experience working in or selling into the Manufacturing industry, with deep knowledge of core operational processes
- Ideal candidates would have leadership experience at a Manufacturing company (business or IT), have sold and delivered Manufacturing transformation projects as a System Integrator, OR have product marketing or presales leadership background at a Manufacturing focused software vendor
- Business application software product marketing, sales or delivery experience is preferred over infrastructure experience
- Ability to achieve revenue growth and solution revenue growth targets for their overall region and accounts, in partnership with the direct account sales teams
- Understanding of key repeatable industry use cases in Manufacturing
- Strong communication and writing skills. Top notch public speaking skills and executive presence.
- Experience creating captivating industry positioning and thought leadership
- Ability to develop trusted advisor relationships with customers and sales organizations
- Familiarity with ServiceNow and/or the digital workflow technology market
- Ability to travel up to 60% of the time
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.
At ServiceNow, we lead with flexibility and trust in our distributed world of work. Click here to learn about our work personas: flexible, remote and required-in-office.
If you require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at for assistance.
For positions requiring access to technical data subject to export control regulations, including Export Administration Regulations (EAR), ServiceNow may have to obtain export licensing approval from the U.S. Government for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by the U.S. Government.
Please Note: Fraudulent job postings/job scams are increasingly common. Click here to learn what to watch out for and how to protect yourself. All genuine ServiceNow job postings can be found through the ServiceNow Careers site.
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