Client Director

As a Client Director at ServiceNow, your main responsibilities include generating new business sales revenue through a SaaS license model. You'll develop and manage relationships with various C-suite executives, orchestrate account strategies, and work across virtual teams to ensure customer needs are met. Additionally, you’ll be expected to understand clients' business operations and guide them on how ServiceNow's solutions can optimize their IT roadmap.

To be successful as a Client Director at ServiceNow, candidates should have at least 10 years of experience in software or solutions sales, along with a proven track record of establishing trusted relationships with clients and achieving sales targets. Familiarity with promoting a customer success focus and negotiating deals is crucial. Experience in understanding broader IT concepts is also highly beneficial.

ServiceNow embraces inclusivity, welcoming candidates from diverse backgrounds, including those taking non-traditional career paths. When hiring for the Client Director position, we encourage all qualified applicants to apply, regardless of whether they meet every specific qualification. Our belief is that unique experiences contribute positively to our team environment.

The Client Director role at ServiceNow requires a willingness to travel up to 50%. This travel is essential for conducting face-to-face meetings with clients, ensuring you can cultivate strong relationships and provide tailored solutions to their needs.

At ServiceNow, work personas are assigned based on the nature of the work and can include flexible, remote, or required in-office categories. This structure allows for a balanced approach to work, providing you with the freedom to choose a work style that suits your needs while ensuring productivity and collaboration.

To effectively build relationships with C-suite executives, it’s crucial to demonstrate understanding of their business challenges and objectives. Tailor your approach by researching their industry and specific needs before reaching out. Engage in meaningful conversations that showcase how ServiceNow's solutions can drive value for their organization, emphasizing a consultative approach rather than a sales-focused one.

Prioritizing prospects involves assessing factors like revenue potential, strategic alignment, and current client engagement levels. Use data and analytics to identify high-value prospects, and develop a tiered approach where you allocate more time and resources to those with the greatest opportunities for successful engagement.

Certainly! Describe a situation where you identified the client’s needs and demonstrated how your solution could address them. Highlight how you engaged other teams to present a unified proposal, navigated obstacles during negotiation, and ultimately reached a win-win outcome that met both your company's and the client's objectives.

‘Win as a team’ means fostering collaboration not just within your immediate account team but also across departments. As a Client Director, it’s essential to leverage combined expertise and resources to create comprehensive solutions that satisfy client needs while driving sales success for ServiceNow.

Ensuring customer success requires continuous engagement with clients throughout the sales cycle. This includes regularly assessing their feedback, collaboratively defining success metrics, and involving support teams early on to prepare for a smooth transition post-sale. Your role is to align ServiceNow’s offerings with their expectations and continuously advocate for their interests.

Share a specific example where you identified issues within the client relationship, such as unmet expectations or communication breakdowns. Explain the steps you took to address these concerns, including open dialogues, adjusting strategies, and monitoring progress, showcasing how your actions helped restore trust and engagement.

Staying updated involves continuous learning through industry publications, webinars, networking events, and connecting with thought leaders in your field. Regularly engaging with these resources will allow you to position yourself as a knowledgeable advisor who can provide insights into how changing trends may impact your clients’ businesses.

In account strategy meetings, ensure you set clear objectives and encourage participation from all members. Share relevant data, insights about the client, and outline potential strategies. Foster an open environment for idea sharing, enabling the team to collaboratively devise actionable plans that align with client objectives.

This is an opportunity for you to express your passion for innovative technology and desire to make an impact. Highlight ServiceNow’s market leadership, its commitment to customer success, and how its values resonate with your professional goals. Emphasize your excitement about contributing to such a forward-thinking organization.

Effective pipeline management requires a mix of CRM tools and personal organization strategies. Utilize a CRM system to track client interactions and forecast revenue accurately. Regularly review your pipeline, prioritize leads based on their stage and potential, and schedule follow-up actions to keep your opportunities moving forward.