About Us
Since 1989, SHI International Corp. has helped organizations change the world through technology. We've grown every year since, and today we're proud to be a $15 billion global provider of IT solutions and services.
Over 17,000 organizations worldwide rely on SHI's concierge approach to help them solve what's next. But the heartbeat of SHI is our employees - all 6,000 of them. If you join our team, you'll enjoy:
Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.
Continuous professional growth and leadership opportunities.
Health, wellness, and financial benefits to offer peace of mind to you and your family.
World-class facilities and the technology you need to thrive - in our offices or yours.
Job Summary
SHI Technical Sales Business Development Manager - ServiceNow
SHI and ServiceNow are together put AI to work for people. As we journey to innovate across our go-to-market (GTM), delight our customers, and fuel our unparalleled climb for ServiceNow to $20B. We are moving fast, and with this rapid scale and dynamic growth we are hiring Technical Sales Services Business Development Managers (BDM) to capitalize on our opportunity to transform the world of work for SHI customers to deploy ServiceNow.
ServiceNow offers an unparalleled solution set, bringing together IT, HR, Supply Chain, Finance/ERP and Customer Service offerings within a unified and integrated platform. BDMs will cross-functionally to accelerate our GTM within this rapidly growing SHI partnership. Key focus areas will include crafting the strategy, evangelizing the ServiceNow platform, upleveling field capacity to sell to SHI customers, and shaping cross-functional ecosystem activities to build pipeline and capture market opportunities. They will work as part of a team at SHI focused on ServiceNow with deep domain expertise. In addition, they will support solution market development, demand generation, pipeline maturity and lend expertise to our most critical engagements.
This position comes with the opportunity to play a pivotal role in growing the business and driving lasting impact for SHI and ServiceNow. The ideal candidate is familiar with ServiceNow, is a proven seller, expert at partnering with field teams and strategic alliance partners, a superb relationship builder, and an intellectually curious individual who can develop trust with senior leaders and stakeholders across the organization. The candidate must be able to combine GTM expertise, product/market knowledge, and sales GTM excellence to drive value creation and deliver results.
In this role, you will drive cross-functional collaboration to execute strategic initiatives and contribute to our continued growth, help uplevel the SHI proficiencies of the core team and engage with key pursuits and customers. This role requires a seasoned professional with sales leadership, business development, strategy and operations expertise.
Role Description
Build integrated and unified GTM strategies in partnership with workflow/business unit & cross-functional business partners including marketing, Strategic Accounts, geo-aligned solution sales, core field sales and others. Shape an integrated and unified GTM strategy and value framework to demonstrate tangible business benefits.
Contribute as part of a small, geographically dispersed team of business development managers to preserve and accelerate NNACV, pipeline and drive GTM success.
Own the multi-quarter business performance view, continuously track & monitor key metrics to ensure success, recommend course correction & success initiatives.
Be a ServiceNow sales evangelist within SHI; actively represent the portfolio in large scale 1:Many customer and strategic alliance partner facing events and 1:1 executive briefings. Build ServiceNow's brand and market presence in the within SHI space.
Bring deep domain expertise to help win top ServiceNow deals.
Bridge market insights and intelligence to shape product pricing & packaging for GTM success. Inform the BU (Business Unit) roadmap based on customer & market insights.
Partner with Marketing to tune customer and field collateral to empower the success of our field sales teams.
Provide guidance on target account selection and prioritization. Partner closely with geo-aligned solution sales specialists and core sales teams to help them execute SHI plays and activities.
Facilitate best practice sharing between field teams and support a strong virtual community of interest for SHI.
Proactively collaborate with the SHI GTM to deliver and deploy ServiceNow solutions.
Define SHI and ServiceNow enablement priorities, expand field domain expertise, uplevel competitive readiness.
Liaise with partner alliance managers to gather knowledge and insights from strategic alliance partners that will aid in the formation of a value-based business case and multi-year SHI consumption and deployment transformation roadmap.
Behaviors and Competencies
Reporting: Can proactively gather, organize, and present information to facilitate decision-making and progress.
Training: Can proactively seek out areas of improvement, initiate training programs, and contribute to innovative learning methods.
Relationship Building: Can proactively seek out opportunities to expand networks, initiate collaborations, and contribute to team cohesion.
Problem-Solving: Can proactively identify potential problems, initiate preventive measures, and propose and contribute to innovative solutions.
Results Orientation: Can set challenging goals for their team and lead them to achieve these goals, demonstrating a consistent track record of results.
Analytical Thinking: Can synthesize complex data, identify patterns, draw insights, and present findings clearly and understandably.
Data Analysis: Can apply complex analytical methods and algorithms for predictive modeling and can interpret and communicate the results effectively.
Teamwork: Can lead a team effectively, facilitating cooperation, sharing information, and ensuring that all team members are able to contribute to their full potential.
Communication: Can effectively communicate complex ideas and information to diverse audiences and can facilitate effective communication between others.
Time Management: Can consistently use time effectively, balance multiple tasks, and meet deadlines.
Skill Level Requirements
The ability to effectively communicate and sell complex technical products or services by understanding customer needs, articulating the value proposition, and providing technical expertise to support the sales process. - Intermediate
Understanding of Information Technology products and solutions to effectively evaluate, implement, and support technological initiatives within an organization. - Intermediate
Ability to examine, clean, transform, and model data to discover useful information, draw conclusions, and support decision-making. - Intermediate
Comprehension of the inner workings of a company, including its market positioning, competitive dynamics, and operational processes, to inform decision-making and drive sustainable growth. - Intermediate
The ability to effectively utilize applications like Word, Excel, PowerPoint, and Outlook to enhance productivity and perform various tasks efficiently. - Intermediate
Other Requirements
Must reside in Austin, Texas area
10+ years experience in sales, business development and GTM strategy
Deep sales, market and product knowledge relating to ServiceNow, with proven enterprise software sales experience in a large, global matrixed sales organization.
Outstanding communication skills, ability to influence at all levels of the company.
Experience presenting to large internal and external audiences including customer & partner events.
Understanding of customer buying preferences, market dynamics and key drivers with ability to craft and align sales GTM strategies accordingly.
A consistent track record of sales excellence; meeting and exceeding team quotas
The estimated annual pay range for this position is $150,000 - $275,000 which includes a base salary, and bonus. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.
Equal Employment Opportunity - M/F/Disability/Protected Veteran Status
