GVP, Regulated Industries GTM

GVP, Regulated Industries

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. The GVP, Regulated Industries is a senior leadership role responsible for overseeing and guiding strategic initiatives and operations within the public sector on a global scale. This position is pivotal in establishing and nurturing relationships with government entities, international organizations, and regulated industries stakeholders to drive growth, influence policy, and advance ServiceNow's ability to support our customers' missions.

Key Responsibilities :

• Drive clarity on a path and plan to deliver pipeline to support ~$2.5-3B in global NNACV industry growth across the Regulated Industry segment over the next 3 years
• Lead and celebrate a talented team of Industry & Solution GTM leads around the world, providing guidance and coaching on GTM strategies, prioritization, activation and team development
• Lead from the front in how we facilitate C-level executive customer workshops (EBCs) to bring our best foot forward across Financial Services, Healthcare, Public Sector and Energy & Utilities, fostering genuine customer excitement and bias towards action with ServiceNow
• Partner with regional and strategic accounts sales, our Geo Presidents and our Major Area Leaders to identify, create and execute priorities designed to elevate our strategic customers' experience with ServiceNow and emphasize value creation / acceleration
• Leverage data-driven insights to identify trends in the business, gaps in pipe coverage at a segment / Geo / sub-industry level, and solutioning against these insights to move the needle
• Maintain an unrelenting focus in bringing 'voice of the customer' to the table, across all core strategies, assets and approaches within the Regulated Industries
• Identify and prioritize wall-to-wall transformational potential across Regulated Industry customers, teeing up specific sponsors within our customers and opportunities to transform the business leveraging the AI platform
• Facilitate knowledge-sharing and best practices across Enterprise and Regulated industries verticals, to ensure that ServiceNow is putting its best foot forward in how we go to market, extrapolating learnings and insights into tangible practices
• Represent ServiceNow at brand-building forums, including for CRM, front office and broad-based industry transformation events around the world
• Create deep and trust-based relationships with the industry leaders within our Partners for Regulated Industries (e.g., head of Healthcare at Accenture), overseeing co-innovation and joint GTM strategic partnerships
• Create step-change performance in our Regulated industries, measured by Pipe Generation and Coverage, maintaining an ongoing rigor in the analysis of these customers and pulse of the business
• Partner with key stakeholders across the organization to create clarity of purpose, alignment of plan, and synchronicity of execution, including : Verticalized Geo Leaders, Account Executives / Client Directors, Industry & Solution Architects, Product, Marketing, Customer Excellence, Partners, Ops, Analytics and others
• Serve as a member of the Industries & Solutions leadership team, elevating team performance and health across the entire team
• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry.
• 20+ years of experience across a combination of the following 3 domains :
• C-suite experience across Technology, Operations or CRM, within Financial Services, Energy and Utilities preferred
• Management consulting / strategy experience
• Enterprise software / AI / technology leadership experience
• 10+ years of global people leadership, with a demonstrated track record of inspiring and motivating high performing teams, through a combination of clear goal-setting, hands-on expertise, and leadership and alignment coaching
• Deep credibility and expertise in leveraging technology to drive transformational business outcomes, with a maniacal focus on moving core KPIs and driving insights to action
• Distinctive executive presence with C-suite leaders across a variety of functional domains (e.g., HR, Finance, Operations, IT, Customer Service, Group P&L leaders) with demonstrated ability to sponsor customer accounts to grow the business
• Prowess at building distinctive, long-term relationships, both with customers and internal stakeholders, with an emphasis on alignment, shared goal development and clear communication
• Demonstrated ability to leverage analytics and insights to significantly change the trajectory of a business based on a data-driven approach to aligning stakeholders
• Strong track record of reaching across the aisle in highly matrixed organizations to build relationships, establish alignment and get things done in a collaborative manner
• Global experience with both customers and teams
• Core alignment with ServiceNow values, including Win as a Team, Humble & Hungry, and Wow the Customer reputation for operating with integrity, honesty and curiosity
• Ability to travel up to 50% of the time, globally

For positions in this location, we offer a base pay of $254,400 - $432,500, 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.

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.

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 globaltalentss@servicenow.com 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.