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ServiceNow is seeking a CIO Strategic Initiatives GTM Lead to drive growth strategies for the CIO (IT) solutions portfolio and cross-product solution offerings. Reporting to the VP, Global Head CIO Solutions GTM, you will own priority CIO initiatives—transforming strategic insights into repeatable, scalable GTM motions, sales plays, and enablement assets.
Key responsibilities include:
• Own focused CIO strategic initiatives (e.g., AI-Native adoption) end-to-end, from launch through repeatable programs that generate pipeline, drive progression, and support customer retention.
• Build, maintain, and activate CIO sales playbooks including value stories, buyer conversation frameworks, and prioritized plays. Ensure consistent execution across regions (AMS, EMEA, APAC, Japan) and industries to drive net new annual contract value (NNACV).
• Design and run sales readiness and enablement workshops for Core and Solution Sellers, incorporating feedback into continuous training improvements.
• Support the Autonomous IT motion by increasing attach rates of IT solutions and expansion across all CIO deals, aligned with GTM priorities around the NOW platform.
• Elevate and simplify solution messaging in partnership with Product Solution Marketing (PSM), ensuring clarity and impact across channels.
• Collaborate with Technology Workflow (TWF) business units to develop GTM strategies, including insights on pricing, packaging, and market positioning.
• Drive integration of GTM initiatives across Global Partnerships & Channels (GPC), Customer Excellence Group (CEG), PSM, and Industry Solutions for scalability and performance tracking.
• Support partner co-sell strategy and solution partner enablement to unlock joint growth and market reach.
• Monitor market trends, competitive shifts, and emerging technologies to inform GTM strategy and positioning.
• Lead propensity modeling exercises using data and buying signals to focus investment decisions and prioritize high-conversion accounts, industries, and regions.
• Support high-impact deals across stages, advising field and geo leadership on strategic execution and customer unlock.
• Represent the company at industry events, panels, and executive forums.
• Foster a culture of innovation, collaboration, and continuous improvement.
Requirements:
• 15+ years of experience in GTM strategy, solution sales, business operations, or customer success, with at least 5 years in a senior leadership role.
• Proven track record turning strategy into durable, repeatable, and scalable GTM execution with measurable pipeline growth.
• Experience building and scaling playbooks and buyer motions across industries and geographies.
• Strong analytical skills, including familiarity with account planning models (e.g., buying propensity) and signal-led decision-making.
• Deep experience engaging senior stakeholders (e.g., CIOs) and influencing executive decision-making.
• Strong communication and storytelling skills.
• Experience in SaaS, cloud, or enterprise technology preferred.
• Familiarity with IT workflows (ITSM, ITOM, Asset Management, Portfolio) and adjacent domains is a plus.
• MBA or equivalent advanced degree is a plus.
