Senior Regional Sales Director

Description:

The Go-To-Market (GTM) Leader for Automotive is responsible for driving growth and transformation across ServiceNow’s Automotive customer base in the Americas (AMS) region.

This senior role partners with sales, marketing, product, customer success, and implementation teams to define and execute Automotive industry strategies, align with OEMs and Tier 1 suppliers, and develop executive-level relationships to accelerate adoption of ServiceNow’s AI-enhanced solutions.

Key Responsibilities:

1. Customer Focused Pipeline Development

• Act as the Automotive industry expert and represent ServiceNow at executive business reviews and industry events.

• Generate new pipeline opportunities through strategic engagement with customer leadership.

2. Sales Oriented Pipeline Progression

• Partner with account executives to integrate Automotive expertise into deal strategies.

• Engage senior and C-suite stakeholders to accelerate deal cycles and highlight ServiceNow’s business value.

3. Partner Development & Execution

• Build and maintain relationships with Automotive practices within AMS-based strategic partners.

• Drive joint go-to-market enablement, solution positioning, and pipeline creation.

4. Solution Design & Enablement

• Identify new Automotive use cases and buying centers for ServiceNow solutions.

• Collaborate with marketing to develop impactful, value-driven Automotive offerings.

5. Analyze, Drive & Report on the Business

• Evaluate Automotive business trends, performance metrics, and KPIs.

• Use data-driven insights to guide actions and improve go-to-market execution.

Typical Day Includes:

• Strategic planning for Automotive market expansion.

• Presenting at customer-facing and industry events as an Automotive SME.

• Engaging with C-level executives and “Big Bet” account teams.

• Managing partner relationships to strengthen pipeline growth.

• Balancing long-term GTM strategy with short-term execution needs.

Key Partners:

• Industry & Field Marketing

• Field Sales and Solution Sales

• Product Teams

• Global Partner & Channel

• Enablement

• Industry Enterprise Architects

Qualifications:

• 15+ years in the Automotive Industry, ideally at an OEM, leading strategy and operations.

• 5+ years in an IT/Technology function within Automotive.

• 5+ years in Enterprise Software or Consulting, focused on Automotive transformation.

• Expertise in AI integration for decision-making and process automation.

• Proven ability to influence and advise C-level executives.

• Experience creating thought leadership content for global audiences.

• Strong organizational, analytical, and relationship-building skills.

• Proven record of revenue growth and GTM success.

• Ability to travel up to 50%.

• Bachelor’s or Master’s in Business, Technology, Engineering, or related field.

Desired Characteristics:

• Strategic, data-driven mindset.

• Excellent communicator and relationship builder.

• Experience working in matrixed, high-growth environments.

• “Roll up your sleeves” leadership style.

• Agile, resourceful, and proactive.