Job Description What you get to do in this role:
ServiceNow is currently seeking a VP, Solution Consulting to lead and grow a team of approx. 100+ presales Solution Consultants covering EMEA South (France, Mediterranean & MEA), and be a trusted partner to the VP of Sales for EMEA South.
You will lead an organisation that gains our prospects' technical confidence and will promote the success of the ServiceNow sales organisation. The VP, Solution Consulting must be able to staff, motivate, develop, and retain a Presales Organization of the highest caliber that is capable of continuing and enhancing ServiceNow's success in EMEA South marketplace. The VP, Solution Consulting should take a prominent role in evangelising ServiceNow's vision and message.
The successful candidate will be a proven leader, influencer, and compelling presenter. Motivated by great customer outcomes, by technology solutions to business problems, and by the success of their team members. They'll have expertise across web and cloud technologies and will have demonstrated success in vendor pre-sales and large enterprise environments.
The VP, Solution Consulting EMEA South is responsible for coordination of development of resources within the Solution Consulting organisation, including career development planning, conducting regular reviews with the team and managers and act as highest point of escalation in the operative and strategic business of the ServiceNow organisation. This also includes account management activities and may include development of account strategy, high-level presentations, problem resolution, relationship development, and coordination of corporate resource involvement with the top prospects within the region.
Direction of the Presales Solution Consultant Team Leads and Managers and other Presales Solution Consultants within the region, and development of long-term coverage plans for the region
Coordination of strategic development of resources within the region, including training plans, career development planning, conducting regular reviews, coaching/counselling Presales Solution Consultants for their professional growth
Review of resource utilisation, planning for specialized coverage of all major sales activity areas (Direct, Channel, OEM and Marketing), and review of the resource matching process
Providing assistance to the managers in the recruitment and hiring of Presales Solution Consultants to fill staffing requirements
Create an organisational culture in the EMEA South Solution Consulting Organization that will be a basis for the motivation, development, and retention of all SC's
Participation in regular reviews with Sales Managers resulting in a detailed understanding of the top deals in the region
Account management activities may include development of account strategy, high-level presentations, problem resolution, relationship development, and coordination of corporate resource involvement with the top prospects within the region
The ability to speak to press and analysts about ServiceNow technology – from product releases to overall value propositions
Qualifications To be successful in this role you have:
Experience working in a fast-growing environment and understanding of different cultural and working environments
Second-line Management plus experience
Understanding of standard approaches to coaching, mentoring, and management of individual contributors and managers
Ability to collaborate and interact at multiple levels (Enterprise Architects, Technical Architects, Offering Managers, Directors, VP's, and CxO's)
Successfully developed forward-looking strategies in previous roles while clearly outlining the investment and go-to-market plan necessary to achieve this strategy across headcount, hiring, training, and tools
Ability to motivate and inspire a growing team of leading Presales Solutions Consultants
Ability to motivate and inspire a growing team of front-line managers to build a multi-layered management team as our organisation grows
Ability to prioritise resources and broker internal compromise to achieve the best outcomes for our corporation across competing internal priorities
Able to articulate and logically communicate concepts with technical and non-technical audiences
Experienced with project problem diagnosis, solution development, client communications, facilitation of decision-making, documentation, managing client expectations and team leadership
Experience in Value-Based Selling or Solution Selling
A thorough understanding of the SaaS Market space, the provision of PaaS-based solutions and a fully working knowledge of Service Management practices
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