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.