Area VP of Sales, Federal Healthcare & Financials



Accounting & Finance, Sales & Business Development
Vienna, VA, USA
Posted on Tuesday, June 25, 2024

Company Description

At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you.

With more than 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be one of FORTUNE 100 Best Companies to Work For® and World's Most Admired Companies™.

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Job Description

The Area VP of Sales is a second line leader role focused on leading the Healthcare and Financials verticals for the Federal Civilian business. The customer set will comprise ServiceNow’s key strategic accounts across 3 major Regions: Veterans Affairs/Military Health, Health & Human Resources/Social Security Administration and Fed Financials including Treasury Dept & Fed Financial Regulators. In this role, the Area VP of Sales will manage and lead a team of (3) 1st line Regional Directors who have (6) individual contributors (Senior Account Executives) each reporting to them.

Role expectations include:

  • Develop and execute on Federal Civilian focused vertical and horizontal sales strategies pushing further into the lines of business and mission driven initiatives.
  • Continue to scale and grow market + revenue share by meeting and exceeding the assigned team quota, increasing enterprise-wide contracts, and landing strategic wins.
  • Recruit a team of specialized sellers to drive the NOW Platform into the Customer Service office and the cross functional teams that support customer engagement.
  • Empower and guide your team to build strategic account plans that focus on the longer-term joint success of its Customers and ServiceNow.
  • Partner with our Global Alliance and Channel organization to executive a sell to, with and through model
  • Able to establish and nurture relationships at the highest levels of organizations; intentionally focused on customer outcomes and success.
  • Lead with a General Manager mindset leveraging a deep and wide support ecosystem as One Team.
  • Delivers sales excellence by establishing a rhythm of the business that orchestrates team synchronization, accurate forecasting, and clear priorities + communication on a daily basis.
  • Be deliberate in the development of the team’s growth, actively recruit top talent from Industry, and build winning teams.
  • A Servant leader who drives energy, clarity, and a growth mindset across the business; elevates those around the team


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

  • 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)
  • Strong experience managing multi-tiered customer relationships; demonstrated ability to coach and mentor
  • A consistent track record of meeting and exceeding team quotas selling to large accounts (20,000+ 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 sales techniques, customer interaction, customers relations
  • Strong forecasting and reporting capabilities
  • A proven and consistent track record selling to large enterprise level customers and established relationship at the C-suite level
  • 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 the District of Columbia, we offer a base pay of $185,450 - $305,950, 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

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 [email protected] 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.

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