ServiceNow GTM Lead

Brillio

15+ Years | San Ramon, California, United States (Hybrid) | Full Time | 16 months ago

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Job Summary

Brillio is seeking an experienced ServiceNow GTM Lead for its North America region. This role involves managing the growth of the ServiceNow portfolio, driving GTM strategy, and building the practice's capabilities. The lead will be responsible for contributing to pipeline generation, brand elevation, and acting as a trusted advisor to clients on their digital transformation journeys using the ServiceNow suite. The position requires collaboration with strategic alliance partners and industry verticals to develop and monetize industry-specific solutions. Key accountabilities include achieving ServiceNow revenue targets, improving margins, and driving offering maturity. The ideal candidate will possess strong technical knowledge and consultative skills to shape solutions and engage with C-level stakeholders.

Must Have

15+ years of IT experience
10+ years with ServiceNow implementation and sales
Experience creating and driving GTM strategy
Proven track record of stakeholder collaboration
Ability to craft business plans for scaling SNOW practice
Deep technical expertise and implementation experience
Strong communication, relationship building, and negotiation skills
Ability to manage CTO personas and project sponsors
Experience driving new NOW solutions
Hands-on experience implementing sizeable SNOW projects

Good to Have

Experience with ITSM, ITOM, ITAM, IRM/GRC, HRSD, FSO modules
Working closely with SNOW Partner Management team
Driving thought leadership and direction
Up-to-date on latest SNOW product suite capabilities
Ability to track multiple projects/programs
Experience managing growth through identifying white spaces
Experience in a matrixed environment

Perks & Benefits

Great Place to Work award in 2022 and 2023

Job Description

Company Background: Brillio is the partner of choice for many Fortune 1000 companies seeking to turn disruption into a competitive advantage through innovative digital adoption. Brillio is one of the fastest growing digital technology service providers. We help clients harness the transformative potential of the four superpowers of technology - cloud computing, internet of things (IoT), artificial intelligence (AI), and mobility. Born digital in 2014, we apply Customer Experience Solutions, Data Analytics and AI, Digital Infrastructure and Security, and Platform and Product Engineering expertise to help clients quickly innovate for growth, create digital products, build service platforms, and drive smarter, data-driven performance.

With delivery locations across United States, Romania, Canada, Mexico, and India, our growing global workforce of over 6,000 Brillians blends the latest technology and design thinking with digital fluency to solve complex business problems and drive competitive differentiation for our clients. Brillio was awarded ‘Great Place to Work’ in 2022 and 2023. Learn more at www.Brillio.com.

Location: BayArea, US

Reports To: The Global Practice Head for Digital Infrastructure

Role Brief - We are seeking an experienced and highly motivated executive to play the role of North America region GTM Lead for ServiceNow platform and services under the Digital Infrastructure (DI) practice. Reporting to the Global Practice Head, the ServiceNow GTM Lead will have growth responsibility for the entire ServiceNow portfolio business in North America region. The GTM leader is expected to be a strong hands-on practitioner/thought leader in NOW solutions with leadership capabilities to grow Brillio’s capabilities & positioning in the space.

This position will be based in US and will require working closely with clients, ServiceNow and teams located globally.

Responsibilities

Managing growth for ServiceNow portfolio across all North America clients.
Drive GTM Strategy and offerings for the ServiceNow practice in North America, enabling the sales and client success teams to sell the practice offerings across Industry verticals.
Contribute to building the ServiceNow practice in terms of GTM offerings, solutions/accelerators, capabilities and talent.
Contribute to building in pipeline by building marketing campaigns and generate leads across all digital channels
Brand elevation through analyst relations, external events, social media engagements.
Be the trusted advisor for the CXO/Customer stakeholders in their Digital Transformation journey and elevate Customer Experience using ServiceNow suite of products and solutions.
Engage with the strategic alliance partners to drive joint industry leading go to market propositions and solutions.
Collaborate with the Industry Verticals to prioritize the growth strategies with the Industry Vertical with focus on developing and monetizing Industry specific ServiceNow use cases and Technology workflow solutions.
The GTM Lead will be accountable for key metrics like ServiceNow Revenue, Margins, Net Promoter Score, People Engagement & Development, and driving the Offering Maturity.
The leader is expected to bring strong technical knowledge & consultative skills to shape solutions with new and organic clients at the key decision-making level.

Qualifications

A minimum of 15+ years of overall IT experience
10+ Years of Experience with ServiceNow suite of products implementation and Sales / solutioning across ITSM, ITOM, ITAM, IRM / GRC, HRSD, FSO modules
Experience creating and driving Go-To-Market Strategy and working closely with SNOW Partner Management team to drive the wallet of share in the target accounts / Industry Verticals
Proven track record of working with multiple stakeholders across Alliances, Marketing, Presales teams and driving thought leadership and direction to achieve multi-fold growth
Ability to craft a Business Plan with a mid-to-long term horizon and proven track record of scaling the SNOW practice / Business growth across geographies / Industry Verticals
UpToDate on latest version capabilities & Features of the SNOW product suite
Must have deep technical expertise and Implementation experience of SNOW solutions across Industry verticals
Strong communication, Relationship building and negotiation skills
Ability to handle / manage CTO personas & Project sponsors in client organization and advocate latest offerings of the SNOW platform
Ability to handle client situation in ensuring scope creep is avoided, ability to track multiple projects / programs for the deliverables and timeline adherence working closely with Delivery management team
Experience in driving new NOW solutions using Employee, Customer & Creator workflows
Hands on Experience of implementing sizeable projects covering the above mentioned suite of SNOW solution
Experience of managing growth through identifying white spaces, emerging business models, consultative selling and deal shaping.
Proven track record working across large cross-functional teams / in a matrixed environment

Critical Leadership Qualities

Customer Advocacy - Ensures customer success on stated and unstated business priorities through strategic advice and market leading solutions.
Owner’s Mindset - Is passionate about Brillio’s business, deeply committed to its success and makes decisions that are in the best interest of the firm.
Innovation Ethos - Embraces ambiguity and adopts relentless experimentation to challenge current practices and enable continuous growth.
Execution with Pace - Displays agility to deliver high quality results in the face of changing stakeholder expectations.
Big Picture Thinking - Creates a common definition of shared success and sets bold targets that inspire the team towards new horizons.
Winning Through Teams - Enables a culture of collaboration and empowers teams to "raise their game” to create a winning formula.

5 Skills Required For This Role

Team Management Cross Functional Growth Strategies Data Analytics User Experience Ux