Senior GenAI Specialist - US Public Sector



Washington, DC, USA
Posted on Monday, July 8, 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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Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.

Job Description

Reports to: Global Gen AI Business Development Leader

Solution Sales is on a journey to innovate across ServiceNow’s go-to-market (GTM), delight our customers, and fuel our unparalleled climb to $16B. ServiceNow’s unique positioning to drive exponential productivity with Gen AI is accelerating our climb! With this rapid scale and dynamic growth we’re hiring Business Development Managers to capture this generational moment and uncork the Gen AI business.

As a Business Development Manager, you will play a pivotal role in helping sales leadership define, shape and execute Gen AI strategies within their business. You will help role out initiatives that contribute to market success of ServiceNow's GenAI products and will work closely with Major Area leadership to define and execute Go-To-Market (GTM) priorities for Gen AI across all elements of the integrated ServiceNow Platform.

In this role, you will drive cross-functional collaboration to execute strategic initiatives, help uplevel Gen AI proficiencies of the core team and engage with key pursuits and Accounts. This role requires a seasoned professional with sales leadership, business development, strategy and operations expertise. The candidate must be able to combine Gen AI domain expertise with sales execution excellence to quickly drive action and deliver measurable results.

Successful candidates must be self-starters with a consistent track record of exceeding quota in a fast-paced sales environment, especially for new and incubating technologies. They will have superb leadership skills, high level of integrity, coaching acumen, strong executive presence and communication skills, and a passion for winning as a team. They will exemplify the “Hungry and Humble” ServiceNow mantra to extend the reach and influence of our field teams.

What you get to do in this role:

  • Develop and execute growth strategies at regional level in conjunction with adjacent functional leaders (Field Sales and Pre-Sales Leadership, Marketing, Alliances & Channels, Professional Services and Sales Operations teams) to effectively scale our Gen AI business.

  • Collaborate closely with Major Area leadership to align priorities and business objectives. Help build, manage and report on the Gen AI forecast and pipeline.

  • Contribute to a high powered global team of Gen AI BDM specialists by sharing best practices and supporting your teammates.

  • Partner with our Partner and Channel organization to build a sell to, with and through model for Gen AI in your territory.

  • Monitor industry developments, competitor activities, emerging trends, potential business opportunities, and customer requirements to provide feedback and insights that inform product managers and leadership.

  • Help coach the core teams with deep Gen AI expertise to identify specialty solution opportunities and help manage the sales cycle.

  • Partner cross-functionally to design, build and execute the Gen AI sales growth strategy across all product workflows and all sales geographies.

  • Establish & drive sales best practices across the organization including reference accounts, demand gen activities, repeatable sales plays, enablement and partner activation.

  • Be a trusted advisor and leader across the team, be a go-to expert for EBCs, and a respected presenter in sales and market conferences.

  • Engage directly with customers at C-level to champion large deals and ensure success.


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

  • Strong proficiency with Gen AI sales as a Sales, SC or practitioner of Gen AI capabilities. Specialist sales experience is a plus. Deep Gen AI and Automation solution experience is a must.

  • 10+ years experience in technical consultative selling, account management, or sales strategy roles.

  • Sales experience in large, global software companies (2,000+ employees); skilled at operating in a matrixed sales environment.

  • Strong experience managing multi-tiered customer relationships, selling to large customers and establishing relationships at the C-suite level.

  • A consistent track record of meeting and exceeding team quotas.

  • Superior knowledge and demonstrated skills of sales techniques, customer interaction, customer relations.

  • Strong organization, communication, teamwork, presentation, problem solving and time management skills.

  • Proven track record in business development and strategic planning with VP level leadership

  • The ability to navigate and collaborate through complex opportunities.

  • A winning, can do attitude, strong work ethic, humility and excellent team building communication and listening skills.

  • For positions in the District of Columbia, we offer a base pay of $183,330 - 302,470, 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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