ServiceNow Sales Director

Location: Great Falls, VA Job Description We are seeking a highly experienced ServiceNow GTM (Go-To-Market) Lead with over 15+ years of industry experience. The ideal candidate will be responsible for driving strategic initiatives, client engagement, and solution delivery in the ServiceNow domain. This role demands strong leadership, deep technical expertise, and the ability to collaborate across cross-functional teams to deliver value to clients. Define and execute the GTM strategy for ServiceNow offerings. Lead client engagements to understand business requirements and propose ServiceNow solutions. Collaborate with sales, delivery, and product teams to develop and position ServiceNow solutions. Drive pre‑sales activities including RFP responses, solution demos, and presentations. Build and maintain strong relationships with ServiceNow and other strategic partners. Stay updated on ServiceNow platform enhancements and industry trends. Responsibilities Sales Leadership & Strategy Develop and execute regional or segment specific sales strategies aligned with corporate goals. Oversee accurate pipeline and forecast reporting to senior leadership. Lead planning, relationship development, and opportunity creation. Engage directly with senior executives to understand business needs and position ServiceNow solutions. Retain and expand existing customer accounts through regular engagement activities. Cross Functional Collaboration Build strong working relationships with Solution Consulting, Professional Services, Marketing, Product Units, and Partner ecosystems. Account & Revenue Management Own and deliver annual ARR/ACV, bookings, and margin targets for the region/portfolio. Manage strategic accounts, build long term executive relationships, and manage global account development where applicable. Drive net-new logo acquisition and expansion across installed base via cross-sell and upsell. Achieve quarterly and annual sales targets across licenses, renewals, and services. Maintain forecasting accuracy and pipeline health using rigorous sales governance and methodologies. Leverage or integrate AI into sales strategy, workflow automation, decision making, and customer value conversations. ServiceNow Solution Strategy Map customer pain points to ServiceNow workflows and platform capabilities; shape transformation roadmaps. Position Value Acceleration, Now Value, and ROI/TCO frameworks; guide Proofs of Value with clear business outcomes. Align with Solution Consulting and Delivery to ensure feasible architectures, scalability, and time-to-value. Stay current on release features, store apps, tech partnerships, and licensing changes. Core Competencies Strategic Thinking: market mapping, whitespace analysis, vertical plays. Executive Presence: board-level communication, storytelling, objection handling. Commercial Acumen: pricing constructs, discounting levers, risk & legal negotiation. Customer Centricity: discovery depth, outcome orientation, success planning. Operational Rigor: hygiene, cadence, forecast accuracy, compliant bid processes. People Leadership: coaching, succession planning, culture building. Qualifications 13+ years in enterprise B2B technology sales; 8+ years focused on ServiceNow or adjacent ITSM/ITOM/platform sales. Deep knowledge of ServiceNow product suites: ITSM/ITOM, SecOps, HRSD, CSM, GRC/IRM, SPM/ITBM, App Engine/Creator. Fluency with CRM (ServiceNow), forecasting, and bid governance. #J-18808-Ljbffr Tata Consultancy Services Limited