Dir, Sales, Cybersecurity Canada at ServiceNow in Toronto, Ontario, Canada

Job description

• As the Director of Cybersecurity Sales, you will be responsible for building and executing a go-to-market execution, driving enterprise sales velocity, and building a high-performing sales organization across Canada. This leader will own sales strategy and revenue delivery for this integrated security platform, channel acceleration, and customer expansion in partnership with ServiceNow's GTM team. You will position ServiceNow's unique autonomous defense capability against fragmented point solutions, establish our platform as the standard for Agentic Enterprise security, and build a world-class sales organization that executes this market opportunity in Canada.

Responsibilities

• Build a team of direct Sales Executives to drive rapid new business sales growth in the region
• Build and drive sales strategy for the region in conjunction with Sales Operations to effectively Go-To-Market including understanding the competitive landscape, presence and strength within the region
• Actively engage in territory planning, relationship development and opportunity development and driving revenue by supporting and assisting Field Sales Teams in closing opportunities
• Recruit, coach and mentor team members to drive excellence
• Development of territories and quota for the sales team and effectively communicate to set performance expectations within the team
• Manage and report accurate forecast and pipeline to the business
• Achievement of annual sales goals on a quarterly and annual basis is required
• Engage and align effectively in C-level meetings in order to properly understand customer business requirements
• Build effective working relationships with Solution Consulting, Business Units, Professional Services, Marketing, our Partner community and the ServiceNow executive team
• Retain and grow existing customer base with regular non-sales customer engagement activities to deliver an excellent customer experience

Requirements

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry.
• Experience in cybersecurity sales leadership
• Extensive track record of new business sales success including presentation and negotiation skills within industry and at C Level
• Strong success in recruiting, coaching and managing an exceptional sales team
• Strong strategic thinking including analytical and financial planning skills to meet and exceed quotas and goals.
• Ownership of accurate CRM reports including current and future quarterly forecasts and opportunity inspection
• Experienced in driving sales process and drive effective working relationships with Sales Operations
• Ability to understand the 'bigger picture' and business drivers around IT
• Ability to build long term strategic and senior level relationships
• Ability to adapt and work effectively within a rapidly changing and growing environment
• Demonstrates strong business and financial acumen
• Built self-motivated sales teams that embrace a culture of collaboration, enthusiasm, and overachievement
• Champions and promotes top performers, constantly develops and coaches the team and themselves, and topgrades appropriately
• Proven partner relationships and networks, and ability to grow the impact of revenue streams and territory development through the partner ecosystem
• Ownership of driving successful pipeline generation activities developed by marketing or the partner community

Skills

Required

• Cybersecurity sales leadership
• New business sales
• Presentation and negotiation skills
• Strategic thinking
• Analytical and financial planning
• CRM reporting and forecasting
• Sales process management
• Building senior-level relationships
• Adaptability
• Business and financial acumen
• Partner relationship management
• Pipeline generation

Benefits

• For positions in this location, we offer a base pay of CAD $168,300-$200,000, 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, an RRSP Plan with company match, ESPP, matching donations, family and medical leave programs and Annual vacation: 20 days per year, accrued every pay period at 6.67 hours. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.