Leads ServiceNow enterprise go-to-market, presales, pipeline generation, executive prospect engagement, co-selling, solution architecture, commercial structuring, RFP strategy, and cross-sell/up-sell growth. Builds relationships with Jade Global and ServiceNow account executives, positions platform solutions across target industries, and drives net-new logo acquisition and expansion revenue while aligning with US business hours.
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.
Jade Global Pune, Mahārāshtra, IND Office
Vadgaon Sheri Road, Nyati Tech Park, 7th Floor, , , Pune, Maharashtra , India, 411014
Jade Global Pune, Mahārāshtra, IND Office
7th Floor M Agile, Baner Road Baner, , , Pune, Maharashtra , India, 411045
Similar Jobs
Big Data • Cloud • Healthtech • Software • Big Data Analytics
Leads Veeva RIM strategy and adoption across Indian pharmaceutical customers. Builds customer relationships, communicates product value, supports sales and expansion, collaborates with Product, Services, Consulting, Marketing, and Sales teams, and owns India growth and pricing strategies. Requires extensive pharmaceutical industry experience, regulatory process and technology knowledge, strategic execution capability, executive communication skills, and a vision for digital transformation.
Top Skills:
Life Sciences Regulatory TechnologyRegulatory Information ManagementSaaSVeeva Rim
Pharmaceutical • Chemical • Manufacturing
Leads TAPI’s APAC commercial region, driving revenue, profitability, market share, customer partnerships, pricing, negotiations, and strategic growth. Oversees sales teams across multiple countries, develops regional commercial strategy, strengthens commercial excellence through data-driven performance management, and collaborates with global and cross-functional leaders. The role also represents TAPI externally, develops high-performing teams, and ensures compliance, ethical, safety, and environmental standards while traveling internationally approximately 50% of the time.
Cloud • Fintech • Insurance • Software
Lead sales growth in India by managing pipeline closure, developing new business, expanding client and partner relationships, negotiating high-value contracts, and executing market-expansion strategies. The role requires collaboration with systems integrators, marketing, regulators, analysts, and cross-functional teams. Responsibilities include Salesforce pipeline management, forecasting, sales target reporting, brand-building activities, and participation in client and company events.
Top Skills:
SaaSSalesforce
What you need to know about the Pune Tech Scene
Once a far-out concept, AI is now a tangible force reshaping industries and economies worldwide. While its adoption will automate some roles, AI has created more jobs than it has displaced, with an expected 97 million new roles to be created in the coming years. This is especially true in cities like Pune, which is emerging as a hub for companies eager to leverage this technology to develop solutions that simplify and improve lives in sectors such as education, healthcare, finance, e-commerce and more.
