Client Director - Telco

Company Description
It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone-freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow- helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started. Join us to put AI to work for people.
Job Description
Drive new business across a defined set of ServiceNow's largest existing Telco accounts. You'll own the executive relationship and strategic agenda for these clients, leading virtual teams across Solution Sales, Solution Consulting, Customer Success, and Professional Services to deliver outcomes for some of our most strategic customers.
What you get to do in this role

• Own the executive relationship and strategic agenda for assigned Telco accounts, building multi-tiered influence across both technical and line-of-business stakeholders, from project teams through the C-suite
• Lead virtual account teams across Solution Sales, Solution Consulting, Customer Success, and Professional Services to architect solutions tied to each customer's business outcomes
• Build and execute multi-year account strategies that expand ServiceNow's footprint and deepen customer value globally, including the development and deployment of worldwide resources
• Achieve and exceed financial targets across License, Renewal, and Professional Services revenue

Qualifications
Required qualifications

• Current residence in the Seattle, WA, Dallas, TX, or Kansas City, MO metro area
• Ability to travel up to 50% (across the US, as needed)
• Current or recent experience as a quota-carrying Client Director, Strategic Account Executive or equivalent role serving as the lead seller managing 1-2 large, complex accounts
• Background must be in enterprise software with a track record of closing complex PaaS/SaaS deals
• Telco industry expertise and demonstrated wins
• Proven success selling into lines of business - in addition to IT or technical buying centers - with the ability to engage functional executives (CMO, COO, CFO, CRO, and equivalent) on workflow transformation outcomes
• 10+ years in enterprise account management, aligning account strategy to revenue opportunity
• 5+ years as a Client Director or equivalent, with validated multi-million-dollar deal experience and consistent C-suite relationship management
• Proven record of exceeding sales targets
• Experience leading virtual or matrixed teams across Sales, Solution Consulting, and Services
• Strong command of macro-level business and IT priorities shaping enterprise buyer agendas
• Experience leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving - including AI-powered tools, workflow automation, AI-driven insights

Preferred qualifications

• ServiceNow product knowledge or prior ServiceNow sales experience strongly preferred
• Prior tenure as an Account Director or equivalent serving this same Telco customer
• Sales background selling ServiceNow-adjacent SaaS workflows (IT Service Management, HR, Security Operations, Customer Service, or IT Operations Management) into enterprise customers

FD21
For positions in this location, we offer a base pay of $192,600 - $285,000 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.
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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