About this role
About the Role:
You'll build new business in GCC accounts by partnering with AI/Intelligent Automation CoE leaders, GBS leadership, Data & Analytics leaders, and Engineering teams to deploy AI at scale—accelerating process automation, unlocking data-driven decisions, and proving measurable productivity gains against their global innovation mandate. This role demands account strategy rooted in GCC P&L mechanics, multi-stakeholder navigation (CoE through C-suite), and the ability to size deals around AI-driven transformation ROI—not just licensing. You'll own a portfolio of GCC Accounts and execute field-based account plans that move from AI CoE discovery through CFO-led business case validation.
What you get to do in this role:
Build and orchestrate multi-stakeholder account strategies—starting with AI/Intelligent Automation CoE leaders, GBS heads, and Data & Analytics leaders based in the GCC, then presenting business cases to global CFOs, CIOs, and regional COOs who drive budget and strategic approvalMap and navigate complex GCC decision-making structures, identifying which leaders own transformation mandates, data strategy, and cost-avoidance metricsBe a trusted transformation advisor: understand GCC P&L drivers, regulatory constraints, and local productivity mandates—then position how ServiceNow AI unlocks value that resonates with both GCC leadership and global finance/strategy buyersOrchestrate specialist resources (Solutions Consultants, AI specialists, Professional Services, product experts, partners) into deals at critical moments—CoE validation, business case build, implementation roadmapExecute vertical (GCC-specific) and horizontal (cross-function AI plays) sales strategies, scaling your territory while building a pipeline of Tier-1 GCC accountsLead account planning that moves from CoE discovery through CFO-led business case validation, ensuring both innovation credibility and financial rigorDevelop and collaborate with cross functional team through GCC-specific deal complexity—stakeholder navigation, ROI methodology, multi-quarter sales cyclesManage forecasting and communications with discipline, translating pipeline activity into predictable revenueEstablish and nurture relationships at CoE leadership and C-suite levels, becoming the trusted advisor on GCC AI transformation strategyDrive customer success practices and long-term account expansion strategy post-close To be successful in this role you have:
10+ years of enterprise software sales experience, with 3+ years selling to large GCC organizations. Proven ability to sell AI-driven transformation and automation solutions—demonstrating how AI impacts workflows, decision-making, and organizational productivity.Deep experience navigating multi-tiered, matrixed customer relationships in enterprises with 5,000+ employees, particularly in GCC/shared services environmentsTrack record of closing large deals with CFO/COO involvement and complex sales cyclesDemonstrated expertise sizing deals around business outcomes (cost-avoidance, FTE reduction, automation ROI) rather than licensingStrong GCC region knowledge—familiarity with Tier-1 Global Capability Centers, their organizational structures, and competitive dynamicsSuperior stakeholder management skills—ability to navigate C-suite relationships, build credibility with technical CoEs, and translate business impact for finance buyersStrong forecasting discipline, communication, and executive presenceCompetitive mindset, optimism, humility, strong work ethic, and excellent collaboration and listening skillsWillingness and ability to travel 50% of the time for customer meetings, with occasional global stakeholder engagement 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, religion, sex, sexual orientation, national origin, age, disability, gender identity, 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
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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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