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ServiceNow is seeking a strategic sales leader to drive growth of the AWS business within Banking, Insurance, and Wealth Management sectors across the Americas. This is a director-level role combining sales execution, account strategy, and cross-functional team leadership.
You will own a comprehensive AWS sales plan with Americas leadership, building and executing a strategy to accelerate revenue with top existing customers and land new enterprise accounts. The role requires establishing deep, multi-tiered relationships from business unit teams through C-suite executives at the world's largest brands. You will work closely with ServiceNow solution teams, AWS field sales, and solution consulting to develop customer-centric solutions aligned with strategic business outcomes.
Key responsibilities include: creating and executing the AWS sales plan; building trust-based relationships across customer organizations; developing ServiceNow solutions based on customer strategic outcomes; managing the ServiceNow-AWS-customer relationship triangle; evangelizing joint innovation use cases; negotiating complex enterprise contracts; building mindshare within AWS field leadership; developing clear roadmaps for customer experience; ensuring customers drive all decisions; aligning with Value Selling principles and partner 3-way sales models; tackling strategic projects to smooth hyperscaler adoption (operations, finance, reporting, enablement, deal desk); managing weekly pipeline reporting, forecasting, customer references, and deal registration; and collaborating with marketing on events, customer references, and major event presence.
This role requires 50% travel and leadership of virtual, matrixed teams spanning solution sales, solution consulting, partners, product, and operations. Success demands a balance of sales execution, strategic thinking, and a hands-on "get it done" attitude in a fast-paced, constantly changing environment.
Requirements:
- 10+ years of large client management and account strategy alignment to revenue opportunities
- 5+ years as Client Director or equivalent with validated multi-million-dollar sales solutions experience and executive-level relationship management
- Previous sales experience in IT Service Management, HR, Security Operations, Customer Service, or IT Operations Management (software/IT sales organizations)
- Ability to understand macro-level business and IT needs for Fortune 500 enterprises
- Strong track record of exceeding sales targets by 150–200%
- Experience leading virtual and matrixed teams
- Excellent communication, interpersonal, and relationship-building skills
- Comfort with ambiguity, complexity, and multi-level abstract thinking
- Background from ServiceNow and/or AWS career experience (preferred)
- ServiceNow platform and AWS Cloud Practitioner training (optional)
- High energy, enthusiasm, and passion for business growth in competitive markets
