Manager, Sales - Moveworks

Company Description
It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today - ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.
Job Description
Moveworks' Sales team works with a best-of-breed product that solves real problems for our customers. Sellers follow a well-defined methodology that helps them identify the customer's unique needs and clearly convey the value of the Moveworks platform. Whether you're looking to learn from the best or be the best, the Moveworks sales team is dedicated to furthering personal development and team success.
We are searching for an experienced Manager of Sales to help grow our team. Reporting to the Sr Manager of Federal Sales, you'll be responsible for working with your team of 4+ Solution Sales Account Executives providing feedback, coaching and training to ensure quota attainment and overall account development. Your responsibilities include recruiting, team enablement, regional forecast management, customer engagement, territory balancing while contributing to new customer logo acquisition efforts.

• Prospect and sell into defined set of accounts within your respective region and vertical
• Consistently build strong pipeline quarter over quarter
• Ensure high forecasting accuracy and consistency
• Consistently achieve quarterly and annual numbers
• Develop a deep comprehension of customer's business across your account base
• Establish loyal champion relationships within account targets who can navigate, guide, and refer opportunities
• Negotiate favorable deals and business terms with large State, Local, and Public sector enterprises by selling value and ROI
• Partner with existing customers to drive adoption and expanded reach within your assigned territory.

What You Bring To The Table

• A sales leader with 3-5 years of 1st line management combined with 5+ years of hands-on closing complex software deals
• Driven and have met/exceeded direct sales goals of $5-10M+ and leading teams consistently closing average deal sizes of $150-500K while continuing to close $MM deals
• You are a constant Recruiter! Moveworks hires "company builders" and, in this role, you will be asked to be on the lookout for the best talent to bring onboard to help us continue to build one of the best companies in the world
• Experienced in working for an innovative tech company (SaaS, IT infrastructure or similar preferred) selling 'unbudgeted' software without a big brand name.
• Familiarity with the challenger sale or MEDDIC approach
• President's Club, top rep, top percentile performer, consistent YoY overachievement
• Systematic approach to encouraging Pipeline Generation that ensures both consistent pipeline growth week over week and strong messaging contained in actual emails/calls.
• NBM Prep & Execution - Ability to walk into NBMs with a perspective, position Moveworks and our differentiation, and schedule next steps
• Building Champions / Navigating Personas - Developing champions effectively in each sales cycle and getting multi-threaded within accounts
• Technical Validation - Leverages CDD & SDW to uncover their required capabilities and ties them back to business pain
• Adherence to Deal Hygiene (Mutual Action Plans / SFDC)
• Ability to demonstrate strong acumen around value selling methodology (MEDDPIC, Force Management, Challenger etc..)
• President's Club, top rep, top percentile performer, consistent YoY overachievement
• Systematic approach to Pipeline Generation
• Ability to drive C-level relationships
• Well versed in developing strong Business Cases for justification of 'net new' spend
• Deal Hygiene (Mutual Action Plans / SFDC)

Qualifications

• A sales leader with 3-5 years of 1st line management combined with 5+ years of hands-on closing complex software deals (mix of field selling within mid-market and enterprise)
• Driven and have met/exceeded direct sales goals of $5-10M+ and leading teams consistently closing average deal sizes of $150-500K while continuing to close $MM deals
• You are a constant Recruiter! Moveworks hires "company builders" and, in this role, you will be asked to be on the lookout for the best talent to bring onboard to help us continue to build one of the best companies in the world
• Experienced in working for an innovative tech company (SaaS, IT infrastructure or similar preferred) selling 'unbudgeted' software without a big brand name.
• Familiarity with the challenger sale or MEDDIC approach
• President's Club, top rep, top percentile performer, consistent YoY overachievement
• Systematic approach to encouraging Pipeline Generation that ensures both consistent pipeline growth week over week and strong messaging contained in actual emails/calls.
• NBM Prep & Execution - Ability to walk into NBMs with a perspective, position Moveworks and our differentiation, and schedule next steps
• Building Champions / Navigating Personas - Developing champions effectively in each sales cycle and getting multi-threaded within accounts
• Technical Validation - Leverages CDD & SDW to uncover their required capabilities and ties them back to business pain
• Adherence to Deal Hygiene (Mutual Action Plans / SFDC)
• Ability to demonstrate strong acumen around value selling methodology (MEDDPIC, Force Management, Challenger etc..)
• President's Club, top rep, top percentile performer, consistent YoY overachievement
• Systematic approach to Pipeline Generation
• Ability to drive C-level relationships
• Well versed in developing strong Business Cases for justification of 'net new' spend

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, 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. In 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 [email protected] 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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