Director / Sr. Director

Director / Sr. Director1

Core Responsibilities

• Aggressive Pipeline Building & Conversion: Own the technical and commercial pre-sales engine to consistently feed and convert the US sales pipeline. Introduce innovative GTM strategies—such as rapid proof-of-value workshops, platform health-check campaigns, and AI-readiness clinics—to capture the attention of US prospects.
• Proactive Prospect Engagement: Actively participate in top-of-funnel pursuits. Join discovery calls, lead executive-level architecture briefings, and directly engage with client CIOs, CTOs, and line-of-business leaders to articulate Jade Global's unique value proposition.
• Co-Selling with Jade & ServiceNow AEs: Build trusted, high-touch relationships with Jade Global’s US Account Executives and ServiceNow’s regional field AEs. Align with them early in the sales lifecycle to position Jade as the preferred co-sell implementation partner for mid-market and enterprise deals.
• Industry-Specific Positioning: Tailor ServiceNow platform architectures to address the distinct regulatory, operational, and digital needs of Jade’s core target industries, including Hi-Tech, Life Sciences & Healthcare, Manufacturing, and BFSI.
• Advanced Commercial Engineering: Architect complex, high-margin commercial constructs. Design blended rate models, managed services pricing (MSPs), output-based structures, and milestone-linked risk-reward frameworks that optimize offshore cost structures while maintaining premium delivery value.
• Up-sell & Cross-sell Execution (EN/EE): Drive revenue expansion within active accounts. Systematically map client environments to identify cross-sell opportunities (e.g., expanding an existing ITSM footprint into ITOM, HRSD, CSM, or Creator Workflows) and up-sell advanced ServiceNow product capabilities like Now Assist and GenAI.
• Bid Strategy Leadership: Take absolute ownership of high-value enterprise RFPs and RFIs. Oversee the creation of technical architecture designs, deployment roadmaps, and estimation models, ensuring every submission reflects top-tier consulting quality.

What We Are Looking For

• Enterprise GTM Leadership: 14+ years of experience in IT services, with at least 6+ years driving ServiceNow-specific solutioning, alliance management, and pre-sales strategy for the North American market.
• The "Hunter" Mentality from Offshore: Proven capability to generate and influence sales pipeline without being physically present in the US. You know how to build digital credibility, run remote value-discovery sessions, and overcome competitive objections.
• Ecosystem Credibility: Deep architectural understanding of the ServiceNow product landscape. You can confidently bridge the gap between platform technicalities and real-world business outcomes (such as cost rationalization, employee experience, and workflow automation).
• Cross-Functional Collaboration: Exceptional stakeholder management skills. You must be equally comfortable negotiating with ServiceNow AEs, coaching offshore technical architects, and pitching to US corporate buyers.
• US Shift Alignment: Flexibility to align working schedules with US business hours to actively participate in live deals, deal clinics, and strategic client meetings.

Key Success Metrics

Pipeline Contribution & Conversion: Total value of qualified ServiceNow opportunities generated and the conversion rate of those deals into won bookings. Net-New Logo Inflow: Number of net-new enterprise accounts acquired through proactive GTM campaigns and ServiceNow AE collaborations. Cross-Sell / Up-Sell Revenue: Growth in contract value within existing accounts driven by multi-module platform expansion.