ServiceNOW Principal Sales Professional

Location: Remote within the UK

Salary: Dependent on Experience

DXC and ServiceNow have a 15-year historical relationship, working together to serve our customers better. DXC is one of only 7 ServiceNow partners to hold Global Elite Partner Status. DXC has delivered more than 7,000 implementations and has over 1,400 certified ServiceNow specialists. DXC’s personnel consist of highly trained professionals qualified and knowledgeable in their specific areas of expertise. DXC ServiceNow Practice builds, sells and delivers solutions that are based on ServiceNow products (ITSM, ITOM, ITBM, SAM, SecOps, IRM, CSM, HRSD and Business Apps). Our portfolio encompasses solution design and customer best fit, implementation of the solution (Professional Services) and its long-term management (Managed Services and Centres of excellence).

We are growing our European Sales team and have an opportunity for an experienced Senior Sales Professional to join our ServiceNow team. We are a High-Performance sales organization, thriving from working with our customers – often Industry Leaders – solving complex business challenges and positioning solutions in your focus area together with our skilled Presales and Solutioning organizations.

The ServiceNow SME will be part of a growing ServiceNow focused sales team responsible for working alongside account teams and sales professionals developing pipeline and delivering technical excellence to support the progression of an opportunity. They will be responsible for building a strong relationship with DXC’s Account teams and their clients across EMEA and supporting these teams in the sale of DXC’s ServiceNow related services. These services will comprise anything within the ServiceNow technology, applications, and consulting portfolios. Being part of DXC’s ServiceNow Practice, they will need to coordinate and work closely with DXC Strategic Partners to achieve success and manage interactions with our existing clients. Deep knowledge of the ServiceNow market, ServiceNow technology, ServiceNow consulting and ServiceNow ecosystem will all be critical for success in the role.

Responsibilities:

• Develop ServiceNow sales pipeline to increase company’s market share in offering area.
• Use expertise in ServiceNow Modernisation, ServiceNow optimisation and ServiceNow Cloud to Customer adoption models to seek out new client opportunities and expand opportunities with existing clients to build pipeline and support pursuits working directly with clients and sales teams within DXC EMEA.
• Collaborate and build strong relationships with DXC Account Teams like Account Executives and Technical Solutions Consultants, and DXC’s Partner Sales Teams to ensure proper engagement with these teams and customers.
• Accountable for developing and supporting the progression of pipeline.
• Support the development and delivery of the regional and global ServiceNow sales plan.
• Participate in forecasting process to provide visibility to leadership of sales pipeline status and potential to achieve target bookings, as well as upside and downside risks to achieving target bookings.
• Support pursuit team in developing and substantiating a winning value proposition that meets the needs of the customer, including analyzing critical business drivers and risks.
• This includes input into EOI “Expression of Interests, RFI “Requests for information”, RFP “Requests for Proposal”, etc.
• Manage opportunity qualification and risk assessment.
• Responsible for validating/endorsing the technical solution for the deal.
• Works with delivery to assure that solution design can be properly delivered.
• Develop deal timeline and ensures that pursuit team meets deal milestones and deadlines.
• Proactively manage all ServiceNow resource requirements in the early stages of pursuit.
• Become an integral part of a well-respected, professional, and fun team within DXC.

Requirements:

• Excellent technical knowledge in the area of ServiceNow and ServiceNow Modernisation (Application Transformation, Journey to Cloud).
• Knowledge of ServiceNow Applications and Products, and exposure to ServiceNow’s licensing models, as well as an understanding of ServiceNow’s Consulting business and how it can fit into a partner relationship.
• Experience of ServiceNow and being an ex-ServiceNow employee highly advantageous.
• Highly developed consultative approach, solution development and business development skills with an ability to consult with CXOs of global companies.
• Offering Vertical experience or Industry Vertical experience – advantage.
• Relevant experience in supporting and developing deals from $200k to $5 million contracted revenues in the field of ServiceNow.
• Experience in developing offerings and ServiceNow Modernisation solutions.
• Highly trusted individual who maintains and expects high standards for self and team.
• Able to work across multi-functions/multi-individuals to achieve desired results.
• Unique and comprehensive ServiceNow services industry knowledge in multiple key industry IT domains both internal and external to DXC.
• Capable of working with clients to develop their high-level ServiceNow strategy and roadmap.
• Capable of supporting a dialogue about value exchange for pricing innovation where DXC is not the low-cost provider.
• Proactively supporting small but significant consulting/discovery assignments that shape RFPs before they are issued, reducing risk for clients, and increasing probability of success for DXC.
• Capability to gain and build in-depth knowledge about the customer's business, strategy and challenges related to ServiceNow.
• Knows DXC's ServiceNow portfolio and how to integrate different solutions (via DXC or Partners) to create unique and innovative solutions for the customer.
• Credible board level transformation advisor.
• Familiarity with program & project management methodologies.
• (Please note - ServiceNOW knowledge desirable but not essential)

What we offer:

You will be joining one of the leading ServiceNow partners who strive to maintain the highest levels of attainment in ServiceNow. As such you will receive regular training and development opportunities and the ability to achieve certifications to aid your personal development. You will be joining a supportive and friendly team of consultants who share ideas, knowledge and creativity to ensure everyone succeeds in the provision of high quality, leading edge ServiceNow solutions. We provide a comprehensive Flex benefits scheme including Pension, Life Insurance, Health insurance, travel insurance, store vouchers/discounts, 25 days holiday and options to increase holiday and select benefits appropriate to you. At DXC Technology, we believe strong connections and community are key to our success. Our work model prioritises in-person collaboration while offering flexibility to support wellbeing, productivity, individual work styles, and life circumstances. We’re committed to fostering an inclusive environment where everyone can thrive.