Director, Americas Sales Leader - Operational Technology

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
Lead a high-impact team of Solution Sales Executives driving ServiceNow's Operational Technology (OT) business across the Americas. This first-line leadership role combines strategic territory planning, consultative selling expertise, and team development to accelerate market penetration in critical industries including Manufacturing, Energy & Utilities, Life Sciences, and Transportation & Logistics.
ServiceNow's Operational Technology solutions transform industrial operations by creating a unified source of truth and action for control systems and industrial processes. Built on the ServiceNow AI Platform, these solutions enable organizations to achieve operational excellence through intelligent automation, predictive analytics, and seamless integration across their industrial technology ecosystem.
What You'll Do

• Lead and develop a team of OT Solution Sales Executives, driving performance through coaching, enablement, and strategic account planning aligned with territory objectives
• Architect territory strategies that maximize vertical alignment, prioritize high-value accounts, and systematically identify OT use cases across target industries
• Partner with Core Account Executives during account planning to provide strategic recommendations on OT opportunities, ensuring alignment with Now Value principles and customer outcomes
• Enable customers to envision the transformative potential of industrial digital transformation by articulating value propositions that resonate with both technical and executive stakeholders
• Collaborate cross-functionally with Solution Consultants, Specialists, Product Management, and Partner teams to ensure cohesive go-to-market execution and product feedback alignment
• Build foundational OT knowledge across Account Executives, SDRs, and specialist teams, enabling them to identify opportunities and contribute effectively throughout the sales cycle
• Drive pipeline creation and opportunity conversion through disciplined forecasting, deal coaching, and execution rigor while maintaining visibility into team performance and deal progression
• Champion diversity, inclusion, and belonging within your team and across the broader sales organization, fostering an environment where all team members can thrive

Qualifications
What You Bring

• 7+ years of enterprise technology sales experience with proven expertise in solution-based selling, preferably in industrial automation, OT/IT convergence, or adjacent domains
• Demonstrated success leading or influencing sales teams in complex, matrixed organizations with ability to drive results through influence and collaboration
• Deep understanding of industrial operations and the business value of digital transformation in manufacturing, life sciences, energy, utilities, or logistics environments
• Track record building relationships and navigating decentralized decision-making across operational technology, IT, engineering, and C-suite stakeholders in industrial organizations
• Strategic thinking and analytical capabilities to assess market opportunities, prioritize investments, and articulate ROI for specialty solutions
• Exceptional communication and executive presence with ability to translate complex technical concepts into compelling business value narratives
• Experience coaching sellers on value-based selling methodologies and driving adoption of structured sales processes

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 and their assigned work location. Learn more here . To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.
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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