Principal Industry Solution Lead or Architect

Business Development Manager US SLG Health and Human Services

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 todayServiceNow 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.

You will work to develop new pipeline and business sales revenue focusing on the Health and Human Services public sector market, targeting Child Welfare, Child Care, Child Support, Adult Protective Services, and other related programs. You will accomplish this through strategic thought leadership, account alignment and planning, solution modeling, partner alignment, and using business development strategies and identifying funding sources across all territories and verticals.

What you get to do in this role :

• Provide strategic leadership and subject matter expertise supporting key Transportation and Infrastructure opportunities.
• Develop and execute ServiceNow's go-to mission market strategy, maintain relationships with Senior Leaders, and work collaboratively across product lines, business units, and partners to drive growth within ServiceNow's Public Sector business.
• Be the relationship manager between customers, partners, and ServiceNow.
• Work with the greater ServiceNow solution teams to develop mission focused ServiceNow solutions based on the market's strategic needs and targeted outcomes.
• Manage and support Executive relationships between ServiceNow and assigned clients.
• Build strategic partnerships with partners, lobbyists, and consultancies.
• Build trust and deep multi-tiered relationships through assigned clients' organization, from project / IT teams to CxO level.
• Support the development of mission roadmaps and building capabilities across our clients and ServiceNow teams to promote an outstanding customer experience.
• Achieve financial targets set out for the assigned clients, including Licenses, Renewals, and Professional Services.

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. Experience in State and Local Government Health and Human Services departments or agencies leveraging technology for business process automation and optimization. Proven business or technical approach to critical 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. 3+ years of experience in engagement management and aligning strategies to revenue opportunities within the Public Sector. 2+ years of experience as a Mission Account Manager or equivalent role with validated multi-million-dollar public sector sales solutions experience and Executive level relationship management. Previous sales experience in IT Service Management, HR, Security Operations, Customer Service, and IT Operations Management (within software or IT sales organizations). Experience achieving sales targets. Experience leading virtual or matrixed teams. Ability to understand broad, macro-level business IT needs for a prospective client. Travel up to 50% (depending on geography / region).

For positions in this location, we offer a base pay of $160,580 - $265,020, 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.

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.

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.

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.