Global Head of Digital Factory Solutions Go-to-Market

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
Global Head of Digital Factory Solutions Go-to-Market
The Global Head of Digital Factory Solutions Go-to-Market is a strategic role that partners with ServiceNow's customer-centric industry transformation sales teams, as well as other key functions across the company (e.g., marketing, product, customer success, implementation partners), to accelerate the growth of verticalized industry solutions focused on factory and industrial operations. This individual will closely align with our OT sales and product teams to seed and develop strategic opportunities that drive growth within our manufacturing customer base.
They will serve as the thought leader and subject matter expert for "ServiceNow in the Factory," supporting account teams, marketing, partners, and product groups to design, develop, market, and sell ServiceNow's Digital Factory solutions. These solutions aim to deliver real value by improving productivity and quality for our manufacturing customers.
The Ideal Candidate Brings a Powerful Combination of:

• Manufacturing industry experience, acquired from working within a manufacturer (preferably supporting manufacturing, supply chain, or quality operations)
• Working knowledge of how technology, particularly AI, can and should be leveraged to drive transformational change within a factory environment
• Customer-facing experience in selling and delivering consulting services
• Go-to-Market experience in an enterprise software company

This role will also align closely with our core and solution sales account teams in the Manufacturing vertical to develop strategic opportunities based on ServiceNow's Manufacturing Digital Factory industry solution. The successful candidate will build trusted relationships with customer and partner executives, collaborate with sales leaders, and contribute significantly to revenue growth in our manufacturing accounts globally.
Key Areas of Responsibility:

Customer-Focused Pipeline Development:
Act as the industry expert for the Digital Factory solution by engaging with executives and senior leaders at industry events, executive business reviews, and similar forums. These activities should directly lead to new pipeline creation.

Sales-Oriented Pipeline Progression:
Partner with account executives and teams to progress opportunities by integrating industry expertise into account strategies, engaging key decision-makers, and accelerating deal cycles by emphasizing business value and competitive differentiators.

Partner Development & Execution:
Build and maintain relationships with Digital Factory-focused practices within strategic partners to drive awareness, enablement, solution positioning, and customer development-accelerating customer-centric pipeline priorities.

Solution Design & Enablement:
Identify new factory-based use cases for ServiceNow solutions. Collaborate with marketing to design and package solutions that create tangible value for manufacturing customers, enabling transformation across all aspects of the Digital Factory.

Business Analysis & Reporting:
Analyze the Digital Factory business to identify trends, needs, opportunities, and KPI movement. Use insights to inform customer engagement strategies and drive high-impact behaviors and results.

Solution Demos & Innovation Showcases:
Work with marketing and partners to increase awareness of the Digital Factory solution by showcasing it at Partner Innovation Centers, industry trade shows, and ServiceNow customer events.

This individual must be hands-on-equally capable of crafting multi-year strategies and updating trackers with current opportunity statuses. They should thrive in a high-growth, fast-paced environment and maintain a clear strategic perspective while addressing immediate priorities.
A typical day includes brainstorming new go-to-market approaches, presenting at industry and customer-facing events as a Digital Factory SME, engaging with C-suite stakeholders, working with industry leaders and "Big Bet" account teams, and maintaining strong relationships with key partner leaders to support pipeline and growth.
Key Internal Partnerships:

• Industry & Field Marketing
• Field Sales and Solution Sales
• Product Teams
• Global Partner & Channel
• Enablement
• Industry Enterprise Architects

This leader will stay attuned to ServiceNow's global sales priorities, programs, and communications-advising on messaging, channels, and tactics to ensure the best outcomes for customers. We're seeking a high-energy, empathetic relationship-builder with a business-growth mindset and strong communication skills.
Qualifications
To Be Successful in This Role, You Should Have:

• Experience integrating AI into workflows, decision-making, or problem-solving-e.g., using AI-powered tools, analyzing AI-driven insights, or automating processes
• 10+ years of experience in the manufacturing industry, with success guiding technology strategy, operations, and daily functions within a manufacturing organization
• 5+ years of experience in an IT/technology role at a manufacturing company
• 5+ years at an enterprise software company, serving manufacturing accounts as a Digital Factory SME or in business development, consulting, or a similar role
  
  • OR 5+ years at a top-tier consulting firm, driving operational transformation for manufacturing clients
• Exceptional presentation skills (in-person, virtual, and C-level engagements)
• Proven ability to build trusted advisor relationships with customers and internal sales teams
• Strong influence and advisory skills with senior leadership across multiple departments
• Experience producing thought leadership content for international audiences
• Self-motivated, resourceful, and capable of prioritizing in a dynamic environment
• Agile mindset and ability to lead through influence in a matrixed, distributed team environment
• Demonstrated success achieving revenue targets in partnership with account sales teams
• Excellent organizational and time management skills
• Willingness to travel up to 30%
• Bachelor's or Master's degree in Business, Technology, Engineering, or

For positions in this location, we offer a base pay of $146,400-$256,200 plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs.
Compensation is based on the geographic location in which the role is located and is subject to change based on work location.
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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