Sr Dir, Sales, New Zealand

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.

Responsibilities

As New Zealand’s country-level sales leader, lead and design the digital transformation of New Zealand’s leading organisations across all industries — a remit that sets national strategy and executive relationships well beyond the day-to-day running of a single sales team; Accelerate the scale and growth of the ServiceNow New Zealand business by delivering transformational value to new and existing customers across all industries, through meeting and exceeding an assigned team quota; Actively engage in territory planning, relationship development and opportunity development and driving revenue by supporting and assisting Field Sales Teams in closing opportunities; Set a high bar and example as a trusted advisor for your team and the wider New Zealand business, including the Senior Leadership Team, representing ServiceNow at a country level with customers, partners and government stakeholders; Strategise and execute on vertical and horizontal sales strategies across all industries as part of a wider ANZ aligned and matrixed sales team; Lead and develop a growing team of Individual Contributors and Sales Directors, with Senior Account Executives reporting through them, as part of your country-level leadership responsibility for New Zealand; Empower and guide your team to build strategic account plans that focus on the longer term joint success of ServiceNow and New Zealand’s customers across all industries; Lead and inspire your team to bring ServiceNow’s People Pact to life through developing talent and managing consistent recruiting practices to attract, develop and retain the best talent; Establish and nurture relationships at the highest levels of organisations, government and industry bodies across New Zealand, as the senior ServiceNow representative in-country; Manage accurate forecasting and communications on a daily basis; Drive customer success practices across your area

Requirements

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 .; 10+ years’ experience managing a team of field-based sales representatives in a matrixed sales environment in the enterprise software space to enterprise customers (over 5,000 employees) across multiple industries; Deep New Zealand market experience across multiple industries and levels of business, government and the public sector; Extensive track record of new business sales success including presentation and negotiation skills across industries and 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 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; Location can be Auckland or Wellington