Director, Customer Outcomes GTM

Job Description Role Overview  We’re in  growth mode  across the INDIA region—and looking for a seasoned, strategic, and high-impact  Services Sales Leader  to drive our Professional and Strategic Services business. This role comes with a  clear booking revenue and margin target  and will be a key force behind expanding ServiceNow’s footprint through business transformational, value-led services engagements all configured on the  ServiceNow AI Platform . You will not only lead a high-performing team but also serve as a strategic pillar of our  Customer Excellence Group (CEG)  organisation—working across functions to influence customer  adoption ,  retention , and  value realization . This role is central to our mission: to make ServiceNow the  best buying decision our customers have ever made . This role isn’t just about growth—it's about  AI and Business transformation . You’ll be responsible for driving large, complex, and transformational service-led deals with some of the most strategic customers across the region, while also coaching and developing your team to build those same capabilities. What You’ll Do  Own the INDIA sales strategy for Services (Professional services and Customer Success) , aligning with all Field Sales, Partners, and Marketing to deliver a seamless “land‑and‑expand” motion Develop and close  business and technology lead   transformational, end to end services deals  that elevate the customer relationship and accelerate business value realization Coach and mentor your team to  identify, shape, scoping and close complex service engagements , building long-term capability across the region Own and  deliver against a defined Services booking, revenue and margin target across INDIA Drive consistent forecasting, pipeline growth, and operational discipline to support predictable bookings, margin and revenue and well as qualify opportunities and scoping. Recruit, develop, and lead a  high-performing GTM  team with a focus on coaching, development, and quota & participation performance Partner with field teams on opportunity qualification, pipeline health, territory planning, and account strategies Build deep, trusted relationships with customer C‑suite and internal stakeholders across functions Collaborate closely with Services Sales Pre-Sales, Services Delivery, Product Management, Customer Success, and Field Sales What Success Looks Like  Exceeded Services-led bookings, revenue and margin targets across INDIA Closed high-value transformational deals that materially impact customer strategy and platform adoption Develop a high-performing Services Sales team with repeatable plays for value-based selling Aligned regional efforts to  CEG’s broader KPIs , influencing outcomes well beyond services sales, such as NPS, Attrition and Net New Licenses Sales Strengthened cross-functional relationships across Field, Services Delivery, and Customer Success Why You’ll Love This  Be at the forefront of one of  ServiceNow’s fastest-growing markets in APAC — India Play a key role in delivering on ServiceNow’s  Customer Excellence Group (CEG)  strategy Lead the Services motion that directly enables customer value and company growth Be part of the incredible CEG India leadership team Competitive compensation package including bonus, stock, and benefits Join a fast-moving, inclusive, and high-performance culture focused on customer success A rare opportunity to build transformational customer journeys that shape the future of work Qualifications What You Bring  15+ years of enterprise software/services sales leadership in SaaS, consulting, or digital transformation Demonstrable experience selling or consulting with ServiceNow products Proven experience selling in India , with a good understanding of local buying processes, regulations, culture, and how decisions are made. Having strong connections with large Indian companies is a plus. Proven ability to influence outcomes across customer success, consulting, and sales functions Deep experience selling into CxO stakeholders with strong business case and value articulation A leadership style built around  coaching, mentoring, and team development Create territory-specific go-to-market plans addressing varying levels of technology readiness, language, buying behaviour, and cultural expectations across markets like Asia, India, and ANZ Strong understanding of ServiceNow solutions (ITSM, ITOM, HRSD, CSM, etc.) and services GTM motion Exceptional collaboration skills—cross-functional by nature, driven by partnership and impact Strong business acumen with forecasting, territory planning, and strategic thinking skills Fluent in English 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, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, 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 globaltalentss@servicenow.com 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.  From Fortune. ©2025 Fortune Media IP Limited. All rights reserved. Used under license.