AVP Technical Sales Leader - Identity COE

What you get to do in this role:

As part of scaling our Global Cybersecurity Sales organization we are standardizing and expanding our specialized  Centers of Excellence (COEs) . The Identity COE exists to provide deep authoritative technical expertise that augments our core generalist cyber sellers and Solution Engineers (SEs)engaging at critical high-value deal stages to secure the technical win.

We are seeking a high-caliber  Technical Sales Leader  to build lead and scale the  Identity & Access Security COE . In this role you will lead an elite team of technical domain specialists while serving as a field-CTO-caliber executive who can articulate complex identity architectures to C-level executives (CISOs CIOs CTOs).

Additionally you will serve as the primary operational link between Field Sales and Product Leadership embedding a true  three-in-the-box  construct across Sales Product Management and Outbound Product Managers (OPMs).

Key Responsibilities

Technical Win Strategy & Engagement Model

• Standardized Engagement Lifecycle:  Lead technical engagement across the sales motionrolling on from the Scope and Proof of Value (POV) stages through to the technical win and executing a seamless offboarding transition once secured.

• GTM Pod Augmentation:  Partner with generalist cyber sales pods (roughly 1 COE specialist per 2 First Line Managers / 1:16 AE coverage ratio) to drive technical wins on complex enterprise Identity deals.

• Executive Technical Presence:  Operate as a Field CTO during strategic enterprise opportunitiescarrying high-level credible technical conversations with CISOs and identity executives while guiding deep-in-the-weeds architectural validation.

• Three-in-the-Box Leadership:  Partner directly with the Identity Product Leader and Outbound Product Manager (OPM) to maintain tight alignment across Product Outbound PM and Field Execution.

• Roadmap Mastery:  Serve as the fields source of truth on the Identity product roadmap translating upcoming strategic vision into clear customer positioning.

• Bi-Directional Feedback Loop:  Establish a structured standing feedback cadence to translate field friction competitive dynamics and customer requirements back into Product Management to influence product strategy.

Qualifications :

To be successful in this role we need someone who has:

• 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 AIs 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 5000 employees) 
• Strong experience managing multi-tiered customer relationships; demonstrated ability to coach and mentor 
• Expertise in identity and access security 
• Established relationships with CISOs CIOs CTOs and other identity executives.
• A consistent track record of meeting and exceeding team quotas selling to large accounts (20000 employees) 
• Experience attracting retaining and developing high performing high potential talent through assessing selecting onboarding coaching and developing 
• A track record of managing a growing team in different geographical locations across the Eastern US 
• Superior knowledge and demonstrated skills of technical sales techniques customer interaction customers relations 
• Strong forecasting and reporting capabilities 
• Strong organization communication team work presentation problem solving and time management skills 
• Experience inspiring the team to follow defined best practices 
• The ability to navigate and collaborate through complex opportunities 
• A competitive can do optimistic realistic attitude strong work ethic humility and excellent team building communication and listening skills 
• The willingness and ability to travel 50% of the time 

For positions in this location we offer a base pay of $194300 - $320600 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.

Additional Information :

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible remote or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here . To determine eligibility for a work persona ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

Equal Opportunity Employer

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race color religion sex sexual orientation national origin age disability gender identity veteran status or any other category protected by addition all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements. 

Accommodations

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process or are unable to use this online application and need an alternative method to apply please contact for assistance. 

Export Control Regulations

For positions requiring access to controlled technology subject to export control regulations including the U.S. Export Administration Regulations (EAR) ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities. 

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Remote Work :

Yes

Employment Type :

Full-time