Area VP, Solution Sales Leader ANZ

Company Description
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.
Job Description
About the Role
This is a senior executive leadership role and a critical part in the ServiceNow ANZ business. As AVP, Solution Sales ANZ, you will lead the multi-workflow solution sales organisation across Australia and New Zealand, driving revenue growth and market expansion across Technology Workflows, Core Business Services, and Creator Workflows.
Reporting directly to the Managing Director ANZ, you will be a key member of the ANZ Senior Leadership Team, accountable for setting and executing the region's solution sales strategy in one of ServiceNow's highest-growth markets.
You will lead a high-performing team of solution sales specialists, partnering closely with the broader field sales, solution consulting, Customer Excellence Group (CEG), and partner ecosystem to ensure customers realise transformational value from the Now Platform.
What You'll Do
Sales Leadership & Revenue Performance

• Own and drive the ANZ solution sales number across Technology Workflows, Core Business Services, and Creator Workflows, meeting and exceeding assigned team quota.
• Define and execute a multi-workflow sales strategy that accelerates pipeline growth, deal velocity, and average contract value across the region.
• Lead and develop a team of solution sales specialists, providing coaching, direction, and performance accountability to build a world-class sales organisation.
• Report to and partner with the ANZ Managing Director and Senior Leadership Team to shape the go-to-market approach, commercial prioritisation, and resource investment across the territory.
• Drive accurate forecasting, pipeline governance, and business rhythm communications with consistent cadence and rigour.

Customer Engagement & Executive Relationships

• Establish and nurture trusted relationships at the C-suite and board level across key ANZ enterprise and strategic accounts.
• Act as a senior escalation point and executive sponsor on critical deals and customer success engagements.
• Champion a solution-led, outcome-based selling approach that positions ServiceNow as a strategic platform for enterprise transformation.
• Collaborate with solution consulting and professional services to ensure seamless pre-sales to post-sales handoffs that drive customer success and long-term retention.

Team & Talent Development

• Attract, retain, and develop high-performing solution sales talent; build a team culture of excellence, accountability, and continuous growth.
• Lead consistent hiring, onboarding, and performance management practices that raise the bar across the solution sales function.
• Coach and mentor individuals to develop deep workflow expertise and enterprise sales capability.
• Foster a collaborative, cross-functional culture that leverages the full power of the ServiceNow matrix - field sales, partners, presales, and services.

Strategy & Market Development

• Shape the ANZ solution sales strategy and market coverage model, identifying growth opportunities across verticals and workflow areas.
• Leverage AI-powered tools and data-driven insights to enhance sales decision-making, prioritisation, and customer engagement.
• Represent ServiceNow at senior industry events, executive forums, and customer advisory engagements to build market presence and influence.
• Contribute to broader APAC solution sales strategy and best practice sharing in partnership with the APAC regional leadership team.

Qualifications
What You'll Bring
Experience & Track Record

• 10+ years of enterprise software sales leadership experience, with a proven track record of driving significant revenue growth in a matrixed sales environment.
• Demonstrated success leading solution or specialist sales teams across multiple product lines or workflow domains.
• Experience selling to large enterprise customers (5,000+ employees), with established relationships at CxO and board level.
• A consistent track record of meeting and exceeding team quotas in a high-growth, competitive market.
• Familiarity with the ANZ enterprise market landscape; experience navigating both Australian and New Zealand customer environments is highly desirable.

Leadership & People

• A proven leader who attracts, develops, and retains top sales talent; demonstrated ability to build high-performing, high-accountability teams.
• Experience coaching and developing individuals across multiple levels of seniority within a sales organisation.
• Strong ability to lead through influence in a complex, matrixed environment - inspiring alignment across sales, presales, services, and partner teams.
• A competitive, resilient, and optimistic mindset with the humility to listen, adapt, and elevate those around you.

Skills & Capabilities

• 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.
• Superior commercial acumen with strong forecasting, pipeline management, and business reporting capabilities.
• Exceptional executive communication, stakeholder engagement, and negotiation skills.
• Experience integrating AI tools and data-driven approaches into sales processes, decision-making, and customer engagement.
• Ability to operate effectively at both strategic and operational levels - comfortable setting vision and rolling up sleeves when needed.
• Willingness and ability to travel regularly across Australia and New Zealand.

JV20
Additional Information
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 . To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.
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 [email protected] 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.
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