Retail GTM Senior Manager, EMEA

Retail GTM Senior Manager, EMEA

The Senior Manager of Retail Go to Market (GTM) EMEA is a specialized role that reports directly to global Retail & Hospitality GTM leadership and collaborates locally with ServiceNow's customer-centric industry transformation sales teams and core functions within the company (e.g., marketing, product, customer success, and implementation partners) to identify and adapt ServiceNow Retail solutions for the EMEA retail market. This role will work closely with our EMEA account teams for strategic retail clients (both existing and potential) to develop and nurture strategic opportunities based on relevant industry solutions.

This individual will serve as the primary contact for related pursuits within the global market, engaging with senior and C-suite stakeholders, enhancing our messaging, communications, and experiences with an industry-specific perspective, and addressing their challenges and needs. The ideal candidate brings authentic industry expertise, a mature and strategic viewpoint, is visionary with the art of the possible, is fact-based and objective in their orientation, and serves as the key market Subject Matter Expert (SME) to ensure retail and local relevance.

They will align closely with our core and solution account teams, focusing on the retail sector (e.g., grocery, convenience, big box, specialty, apparel etc.) to develop and close strategic industry opportunities. They will leverage their existing network and build new trusted relationships with customer and partner executives, collaborate with sales leaders, and significantly contribute to revenue growth in our top retail accounts.

This leader is responsible for five key areas:

1. Customer-Focused Pipeline Development: Introducing and educating executives and senior leaders to ServiceNow through leadership and participation in industry events, executive business reviews, etc. Partnering with account executives and their teams to advance the customer pipeline by infusing industry expertise into account strategy.
2. Sales-Oriented Pipeline Progression: Partnering with account executives and their teams to advance the pipeline by infusing industry expertise into account strategy, forming relationships with key buying center executives, and helping shorten deal lifecycles by highlighting business value and competitive differentiators.
3. Partner Development & Execution: Leading priorities with select top partners to support industry leadership positioning, enablement, and customer development. The focus should be on accelerating customer-focused pipeline priorities.
4. Analyze, Drive & Report on The Business: Analyzing the global retail business to understand trends, opportunities, needs, KPI impact, and movement against goals, and using that information to fuel customer efforts within this industry. Utilizing data to influence and drive results and reinforce high-yield actions.
5. Industry Strategy & Team Leadership Development: Developing integrated sector/geo strategy, including goals, growth focus, investments, and M&A pursuits. Partnering across the organization with key stakeholders (product, marketing, sales, enablement, etc.) to ensure strategies are aligned and jointly prioritized. Managing and prioritizing time across top customer opportunities, partnering with product on retail solutions for future development and industry investments.

…all with a keen eye for driving impact in Retail specifically.

This individual is expected to "roll up their sleeves" and, based on their extensive experience, be equally comfortable devising a multi-year strategy to penetrate the EMEA retail market while also updating reports with existing opportunities and key areas of pursuit. They thrive in a high-growth, fast-paced environment and can maintain a 'north star' perspective despite managing the urgent requests of a given day. A typical day involves brainstorming on how to go to market more effectively, attending high-value marketing events as a SME, participating in customer executive engagement opportunities, working with industry leaders and key account teams on specific customers, and regularly meeting with key partner leaders to drive mature relationships that support opportunities and future pipeline. This implies the ability to embed customer-centric industry expertise and experience in a consistent, scalable way. Key partners in this role include Industry & Field Marketing, Industry Geo Sales Leaders, Product, Key Account Teams, and other Industry GTM Leads. The ideal candidate has a blend of understanding ServiceNow's internal rhythm and a highly experienced external perspective on what 'best in class' looks like to help us aspire to new heights.

They will maintain a pulse on broader ServiceNow and Global Sales priorities, programs, and communications, and advise on ideal messaging, channels, and approaches with the goal of delivering the best possible solution for customers. We are looking for a high-energy, relationship-building, and empathetic partner who has a business-building mindset and is a remarkable communicator!