Client Director - Strategic Tech

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.

You will drive net-new business growth within one of ServiceNow's largest strategic tech accounts, headquartered out of Mountain View, California. You'll be operating as one of two Client Directors that share the account strategy, account quota, and Solution Consulting support. In this model, you are the growth-focused counterpart : while the existing Client Director will continue to lead day-to-day account management. You are charged with identifying opportunities, building the business case for expansion, and closing new solution areas within the account. You'll collaborate actively with a large, extended, virtual team — numerous Product Sales Specialists, Product Area Solution Consultants, Executive Teams, Partner & Channel Teams. — to bring that expansion vision to life.

To be successful in this role you have

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For positions in this location, we offer a base pay of $174,180 - $259,000 , plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

Responsibilities

Collaborate closely with peer Client Director to run a unified account strategy; Identify and pursue net-new revenue opportunities, expand strategic relationships; Build the business case and roadmap connecting the customer's strategic priorities to new ServiceNow solutions, in collaborative partnership with cross functional Sales Specialists; Build trust and deep multi-tiered relationships across the client's organization — from project/IT teams to CxO level — to surface and sponsor new initiatives; Partner with Executive Teams and Partner & Channel Teams to expand ServiceNow's footprint; Orchestrate large extended team of resources for specific pursuits and strategies; Achieve financial targets set out for the assigned clients, including Licenses, Renewals and Professional Services

Requirements

Current location in greater Bay Area, California strongly preferred, California required; A new business orientation : energized by whitespace-mapping and closing new solution areas within a large account, not solely relationship stewardship; 7+ years as full-cycle, "quarterback" AE, managing accounts with 5,000+ employees; Demonstrated track record driving net-new or expansion revenue within enterprise accounts; Comfort operating with ambiguity, with a growth mindset, and in a shared account model; Previous sales experience in IT Service Management, HR, Security Operations, Customer Service and IT Operations Management (within software or IT sales organizations); Track record achieving annual sales targets; Ability to understand broad, macro-level business IT needs for a prospective client; 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.; Travel up to 50% (depending on geography/region)