CIO Strategic Initiatives GTM Lead

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CIO Strategic Initiatives GTM Lead

Overview

As the CIO Strategic Initiatives GTM Lead, you will drive the growth strategies for our CIO (IT) solutions portfolio, and drive cross-product solution offerings with other product groups. Reporting directly to the VP, Global Head CIO solutions GTM, you will be the owner for priority CIO initiatives - turning strategic insights into repeatable, scalable GTM motions, sales plays, and assets (e.g. playbooks) for the team. This role is ideal for a results-oriented professional with a passion for customer-centric innovation and cross-functional collaboration.

Key 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.

• Lead propensity modelling exercises: using data and buying signals to focus investment decisions, prioritizing the accounts, industries, and regions most likely to convert and scale.

• Support high-impact deals across stages - from planning and discovery through client workshops - advising field and geo leadership on strategic execution and customer unlock.

• Foster a culture of innovation, collaboration, and continuous improvement.

• Opportunities for growth and leadership across the organization.

• 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.

• Familiarity with IT workflows (ITSM, ITOM, Asset Management, Portfolio) and adjacent domains is a plus.

• MBA or equivalent advanced degree is a plus.

What we offer

• 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. 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.

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

Equal Opportunity Employer

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.

Accommodations

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance.

Export Control Regulations

For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.

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