Responsibilities

• Own a focused set of priority CIO strategic initiatives (e.g., AI-Native adoption) end to end – taking each from launch to a repeatable program that reliably leads to pipeline generation, progression, and customer retention.
• Build, maintain, and activate the CIO sales playbooks (e.g. value story, buyer conversations), prioritized plays, and messaging – so teams run each motion consistently across regions (AMS, EMEA, APAC, Japan) and industries to drive NNACV.
• Run sales readiness and enablement workshops so Core and Solution Sellers can execute the plays with confidence; incorporating feedback into future training.
• Support the Autonomous IT motion by increasing attach rate of IT solutions and expansion across all CIO deals, in alignment with GTM priorities around selling the NOW platform.
• Elevate, simplify, and transform solution messaging in partnership with Product Solution Marketing (PSM), ensuring clarity and impact across all channels.
• Collaborate with the Technology Workflow (TWF) BUs to develop and refine GTM strategies, including insights into pricing, packaging, and market positioning, as needed.
• Drive integration of GTM initiatives across Global Partnerships & Channels (GPC), Customer Excellence Group (CEG), PSM, and Industry Solutions to ensure scalability and performance tracking.
• Support partner co-sell strategy and solution partner enablement to unlock joint growth and market reach.
• Stay ahead of market trends, competitive shifts, and emerging technologies to inform GTM strategy and positioning.
• Represent the company at industry events, panels, and executive forums.

Requirements

• 15+ years of experience in GTM strategy, solution sales, business operations, or customer success, with at least 5 years in a senior leadership role.
• Proven track record turning strategy into durable, repeatable, and scalable GTM execution with measurable pipeline growth.
• Experience building and scaling playbooks and buyer motions across industries and geographies.
• Strong analytical skills, including familiarity with account planning models (e.g. buying propensity) and signal-led decisions.
• Deep experience engaging senior stakeholders (e.g. CIOs) and influencing executive decision-making.
• Strong communication and storytelling skills.
• Experience in SaaS, cloud, or enterprise technology preferred.

Preferred

• MBA or equivalent advanced degree is a plus.
• Experience in SaaS, cloud, or enterprise technology preferred.
• Familiarity with IT workflows (ITSM, ITOM, Asset Management, Portfolio) and adjacent domains is a plus.

Benefits

• Senior leader level visibility and impact.
• A dynamic, collaborative environment with top-tier talent.
• For positions in this location, we offer a base pay of $163,380 - $269,570 , plus equity (when applicable), variable/incentive compensation and benefits.
• Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure.
• Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location.
• We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs.
• Compensation is based on the geographic location in which the role is located and is subject to change based on work location.
• For positions in this location, we offer a base pay of $165,500 - $289,600 , plus equity (when applicable), variable/incentive compensation and benefits.