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Salary: USD 163,380 - 289,600 / annual
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 end-to-end—from strategic insight to 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, taking each from launch to a repeatable program that reliably generates pipeline, drives progression, and improves customer retention.
• Build, maintain, and activate CIO sales playbooks (value stories, buyer conversations), prioritized plays, and messaging to ensure consistent execution across regions (AMS, EMEA, APAC, Japan) and industries, driving NNACV.
• Run sales readiness and enablement workshops for Core and Solution Sellers to execute plays with confidence, incorporating feedback into future training.
• Support the Autonomous IT motion by increasing attach rate of IT solutions and expansion across all CIO deals, aligned with GTM priorities around the NOW platform.
• Elevate, simplify, and transform solution messaging in partnership with Product Solution Marketing (PSM) for clarity and impact across all channels.
• Collaborate with Technology Workflow (TWF) business units to develop and refine GTM strategies, including insights into pricing, packaging, and market positioning.
• Drive integration of GTM initiatives across Global Partnerships & Channels (GPC), Customer Excellence Group (CEG), PSM, and Industry Solutions to ensure scalability and performance tracking.
• Support partner co-sell strategy and solution partner enablement to unlock joint growth and market reach.
• Stay ahead of market trends, competitive shifts, and emerging technologies to inform GTM strategy and positioning.
• Represent the company at industry events, panels, and executive forums.
• Lead propensity modeling exercises using data and buying signals to focus investment decisions, prioritizing accounts, industries, and regions most likely to convert and scale.
• Support high-impact deals across stages—from planning and discovery through client workshops—advising field and geo leadership on strategic execution and customer unlock.
• Foster a culture of innovation, collaboration, and continuous improvement.
Qualifications:
• 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 decisions.
• 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.
