Business Development Manager, Risk and Security Operations Workflows

Company Description
It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today - ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.
Job Description
Business Development Manager, Risk and Security Operations Workflows
Company Description
At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can't wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you.
With more than 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be one of FORTUNE 100 Best Companies to Work For® and World's Most Admired Companies™.
Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.
Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferable, and the desire to dream big makes for great candidates.
Job Description
Solution Sales is on a journey to innovate across ServiceNow's go-to-market (GTM), delight our customers, and fuel our unparalleled climb to $16B. We are moving fast, and with this rapid scale and dynamic growth we are hiring a strategic sales BDM leader to drive growth, scale and consistency.
The Global Business Development Manager will spearhead market success for the Security and Risk Business. This role will focus on driving growth strategy, enhancing solution sales capabilities, and orchestrating cross-functional ecosystem efforts to build sales scale and capture market opportunities. As a seasoned sales executive, you will apply your expertise to drive business growth in partnership with various cross-functional teams, including sales, specialist sales, product, marketing, partners, and other key stakeholders.
This role offers a unique opportunity to make a substantial impact on the organization's growth and success. The ideal candidate is a proven sales & GTM leader with the ability to collaborate effectively, foster relationships, and demonstrate a keen intellectual curiosity that builds trust with senior leaders and stakeholders throughout the organization. The candidate must bring a combination of GTM expertise, deep product & market domain knowledge, and sales excellence to drive results.
Key Responsibilities:

• Establish and sustain a global rhythm of business by collaborating with geographically diverse sales leadership teams, ensuring alignment and synergy across regions to drive consistent performance and strategic growth.

• Develop and implement a comprehensive business development strategy with a specific focus on both transformative and mitigation initiatives. Identify potential business opportunities and partnerships to support the company's growth objectives, leveraging cross-functional team insights and industry trends.

• Drive and elevate the global Risk and Security partner strategy, uniting internal stakeholders to enhance and mature partner and alliance engagements.

• Leverage industry trends to collaborate closely with Industry Go-To-Market (GTM) teams, integrating tailored Risk and Security value propositions that meet customer expectations.

• Develop and implement transformative and scalable sales strategies to support the sales organization's aspirational growth and expansion into targeted markets and industries.

• Build and maintain strong relationships with key stakeholders, including clients, partners, and industry influencers.

• Coordinate with Business Unit Strategic Operations and Sales Operations to prepare for Monthly and Quarterly Business Reviews on global business health updates.
• Requirements for success
  
  • Bachelor's degree in business, marketing, or a related field. MBA or advanced degree preferred.
  • Proven experience in a senior-level engagement, with a focus on driving transformational growth across the a global market.
  • Deep expertise selling security/risk offerings into the Enterprise market, ranging from incident management, vulnerability management, security operations, enterprise risk and keeping abreast of the ever-changing security and cyber-security landscape evolution.
  • Demonstrated success in identifying and closing high-value business deals, partnerships, and strategic alliances.
  • Strong understanding of market dynamics and trends, with the ability to translate insights into actionable business strategies.
  • Track record of building and nurturing strong client relationships, driving customer satisfaction, and maximizing revenue opportunities.
  • Strategic thinker with a results-oriented mindset, capable of identifying and capitalizing on transformational opportunities.
  • Ability to thrive in a fast-paced, dynamic environment and adapt quickly to changing business priorities.
  • Strong analytical skills, with the ability to leverage data and market insights to drive informed decision-making.

Qualifications
To be successful in this role you have:

• Extensive track record of new business sales success including presentation and negotiation skills within industry and at C Level Strong strategic thinking including analytical and financial planning skills to meet and exceed quotas and goals

• Ownership of accurate CRM reports including current and future quarterly forecasts and opportunity inspection

• Experienced in driving sales process and drive effective working relationships with Sales Operations Ability to understand the 'bigger picture' and business drivers around IT

• Ability to build long term strategic and senior level relationships

• Ability to adapt and work effectively within a rapidly changing and growing environment

• Demonstrates strong business and financial acumen

• Built self-motivated sales teams that embrace a culture of collaboration, enthusiasm, and overachievement

• Champions and promotes top performers, constantly develops and coaches the team and themselves, and top grades appropriately

• Proven partner relationships and networks, and ability to grow the impact of revenue streams and territory development through the partner ecosystem

• Ownership of driving successful pipeline generation activities developed by marketing or the partner community

Not sure if you meet every qualification? We still encourage you to apply! We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candidate!
Additional Information
Work Personas
We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work. Learn more here .
Equal Opportunity Employer
ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.
Accommodations
We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance.
Export Control Regulations
For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.
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