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Salary: USD 194,300 - 320,600 / annual
ServiceNow is seeking an AVP Technical Sales Leader to build, lead, and scale the Identity & Access Security Center of Excellence (COE). This role sits at the intersection of field sales execution and product strategy, requiring a seasoned leader who can operate as a field-CTO-caliber executive.
In this position, you will lead an elite team of technical domain specialists while serving as the primary operational link between Field Sales and Product Leadership. You'll establish a "three-in-the-box" construct across Sales, Product Management, and Outbound Product Managers (OPMs), ensuring tight alignment on strategy and execution.
Key responsibilities include:
**Technical Win Strategy & Engagement Model:**
- Lead technical engagement across the full sales motion—from Scope and Proof of Value (POV) stages through technical win and seamless offboarding.
- Partner with generalist cyber sales pods (approximately 1 COE specialist per 2 First Line Managers, covering 1:16 AE ratio) to drive technical wins on complex enterprise Identity deals.
- Operate as a "Field CTO" during strategic enterprise opportunities, conducting high-level technical conversations with CISOs and identity executives while guiding deep architectural validation.
**Product & Strategy Alignment:**
- Partner directly with the Identity Product Leader and OPM to maintain alignment across Product, Outbound PM, and Field Execution.
- Serve as the field's source of truth on the Identity product roadmap, translating strategic vision into clear customer positioning.
- Establish a structured, standing feedback cadence to translate field friction, competitive dynamics, and customer requirements back into Product Management to influence product strategy.
**Team Leadership:**
- Build and scale a high-performing team of technical domain specialists.
- Attract, retain, and develop talent through assessing, selecting, onboarding, coaching, and developing team members.
- Manage a growing team across different geographical locations in the Eastern US.
- Inspire the team to follow defined best practices and navigate complex opportunities.
The role requires 50% travel and operates within a flexible work environment. ServiceNow offers competitive benefits including health plans, 401(k) with company match, ESPP, flexible time away, and family leave programs.
**Requirements:**
- 10+ years' experience managing a team of field-based sales representatives in a matrixed sales environment selling enterprise software to enterprise customers (5,000+ employees).
- Expertise in identity and access security.
- Established relationships with CISOs, CIOs, CTOs, and other identity executives.
- Consistent track record of meeting and exceeding team quotas selling to large accounts (20,000+ employees).
- Strong experience managing multi-tiered customer relationships with demonstrated ability to coach and mentor.
- Experience attracting, retaining, and developing high-performing, high-potential talent.
- Track record of managing a growing team across different geographical locations in the Eastern US.
- Superior knowledge and demonstrated skills in technical sales techniques, customer interaction, and customer relations.
- Strong forecasting and reporting capabilities.
- Strong organization, communication, teamwork, presentation, problem-solving, and time management skills.
- Experience inspiring teams to follow defined best practices.
- Ability to navigate and collaborate through complex opportunities.
- Competitive, can-do, optimistic, realistic attitude with strong work ethic, humility, and excellent team-building communication and listening skills.
- Willingness and ability to travel 50% of the time.
- Experience leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving (including AI-powered tools, workflow automation, AI-driven insights, or exploring AI's potential impact).
