Expert

Head of Manufacturing GTM, Japan

Tokyo, Japan · Vor Ort

Company Description

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.

Join us to put AI to work for people.

Job Description

Overview

We are looking for a Head of Manufacturing Go To Market in Japan. The ideal candidate brings a combination of Manufacturing sector credibility and enterprise technology depth. They understand how manufacturing companies are organized, how they buy, and where the most pressing operational and strategic priorities sit across supply chain, production operations, and distribution models. Critically, they know how to translate that knowledge into repeatable GTM motions, solution-level positioning, and field-ready plays that the broader sales team can execute.

What distinguishes this role from both pure manufacturing sector advisors and traditional platform sellers is the combination of the two. This individual brings enough operational credibility to earn trust with manufacturing executives, and enough platform depth to connect that knowledge directly to ServiceNow's product capabilities. Translating manufacturing and operational realities into actual platform workflows, use case design, and solution architecture is the core differentiator this role requires. It is not strictly supply chain or manufacturing experience, and it is not strictly platform or IT knowledge. It is the intersection of the two, applied.

The Head of Manufacturing Go To Market, Japan will translate platform capabilities into scalable industry plays, own partner co-development motions with key SIs and technology partners, and serve as a connective layer between field sales, product, marketing, and the broader provider ecosystem. They will be a consistent presence with priority accounts and a builder of field-ready assets that drive pipeline without requiring GTM in every room.

This individual is responsible for the following areas:

How You'll Spend Your Time

Time allocation follows the Global Industries GTM operating model. Roughly 60% of this role is customer-facing: executive engagement, EBC delivery, pipeline creation, and priority account progression. The remaining 40% splits between industry strategy and product collaboration (Responsibilities 5 and 6, approximately 20%) and field enablement, play development, and business reporting (Responsibilities 7 and 8, approximately 20%). This role is most active as a door opener and trusted advisor through the point of technical win. After that, the account team leads and this role re-engages on an as-needed basis. Commercial, legal, and close milestones belong to the AE and deal team.

Areas of Responsibility

Executive Presence and EBC Engagements

Representing ServiceNow's vision and strategy directly to provider executives is the primary function of this role. This Manager will be a leading voice in Executive Business Center engagements, delivering compelling presentations that connect ServiceNow's platform capabilities to the operational and strategic priorities manufacturing leaders are accountable for. This is not a supporting role in those rooms. This individual owns the narrative, the content quality, and the executive relationship that follows. Beyond EBCs, this includes industry forums, executive roundtables, and targeted account engagements where a senior, credible presence accelerates trust and shortens the path to commitment.
Customer Focused Pipeline Development

Drive net new pipeline by bringing operationally grounded, solution-level expertise into conversations with provider executives and senior leaders. Engage through industry forums, events, and targeted roundtables. Pipeline creation requires connecting ServiceNow's platform capabilities to the priorities that matter most to manufacturing leaders: margin, cost, workforce, operational throughput, and digital infrastructure. This role earns trust with senior buyers through command of the solution landscape and how it moves the metrics executives are accountable for. Pipeline created and influenced by this role is measured through in-quarter NNACV.
Sales Oriented Pipeline Progression

Partner with account executives and their teams to progress pipeline by infusing industry expertise into account strategy, forming relationships with key buying center executives, and helping shorten deal lifecycles by highlighting business value and competitive differentiators. This role functions as a door opener, relationship keeper, and trusted advisor. It stays actively engaged through technical win, with a particular focus on accounts where senior stakeholder relationships or strategic complexity require an objective, practitioner-level voice in the room. After technical win, the account team leads and this role re-engages on an as-needed basis.
Manufacturing Knowledge Applied to the Platform

A core expectation of this role is the ability to take manufacturing and supply chain knowledge and apply it directly to ServiceNow's platform. Not just describe the problem space, but work with solution consultants, product teams, and partners to frame and articulate how the platform solves the problem at the workflow level. This role provides the business oversight and strategic context for demonstrations and proof of concept work, connecting manufacturing and supply chain priorities to what is being shown in the platform. Building and running demos is Solution Consultant territory. This individual ensures the business case and manufacturing logic behind the demo is airtight and lands with the executive audience. That depth is what makes the customer-facing work credible.
Solution Ideation and Product Strategy Alignment

Partner with ServiceNow's product teams and key technology partners to inform and shape the product and solution vision for the manufacturing segment. This is not passive input. This Manager will bring direct market signals, executive buyer feedback, and deal-level patterns into product conversations to guide roadmap prioritization, use case validation, and partner co-development decisions. This role is particularly focused on net new products and solutions where no off-the-shelf play exists yet. The goal is a tighter feedback loop between what manufacturers need, what the field is selling, and what gets built. This individual is a named stakeholder in that process, not a bystander to it.
Partner Development and Execution

Own the manufacturing-specific partner GTM motion in Japan with a focused set of strategic SIs, advisory firms, and technology ecosystem partners. Priority partners include large GSIs and management consulting firms with established manufacturing practices, as well as technology partners whose platforms intersect with ServiceNow in the manufacturing environment. This role owns the co-build and co-sell relationship at the solution and GTM strategy level, not just the referral. It does not own partner program management, deal registration, tier compliance, or ISV commercial and certification relationships. Those sit with partner-aligned roles. This Manager is focused on a select set of strategic partners where joint solutions directly advance provider segment pipeline and close enterprise-level deals.
Industry Play Development and Scalable GTM Motions

Define and develop repeatable, insight-driven industry sales plays that translate manufacturing market dynamics into executable field motions. This requires synthesizing signals across multiple inputs: emerging industry themes, executive voice of customer, deal-level win/loss patterns, and the full breadth of ServiceNow's vertical and horizontal product portfolio. A core output of this work is field-ready content: plays, positioning, use case narratives, and competitive tools that Japanese sellers can run without GTM in the room. Scalability is the goal. If the play requires this Manager to be present to work, it is not yet finished.
Analyze, Drive, and Report on the Business

Analyze the Japan country business to understand trends, opportunities, needs, and movement against goals. The primary success metric for this role is in-quarter NNACV: pipeline created directly and pipeline influenced across priority accounts. Use business analysis to identify where concentrated effort will move the number, and use that to shape priorities, change behaviors, and reinforce high-yield actions across the field.

Qualifications

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.
7+ years of experience at the intersection of manufacturing operations/supply chain and enterprise technology, with a track record of translating sector knowledge into commercial outcomes. The ideal background combines industry credibility (manufacturing/supply chain leadership, operations, strategy, or supply chain analytics) with meaningful enterprise technology experience (GTM, solution advisory, consulting, or business development). Strong candidates may come from large SIs or management consulting firms with manufacturing practices, from supply chain/manufacturing technology or strategy leadership roles, or from enterprise software companies serving the manufacturing market in a non-purely-sales capacity.
Demonstrated ability to apply manufacturing/supply chain knowledge directly to AI and enterprise platform capabilities, including framing business strategy and processes for platform demonstrations and proof of concept work. This role does not build demos, but owns the business case and manufacturing credibility behind them.
Strong familiarity with the manufacturing/supply chain technology ecosystem spanning forecasting, planning/production, order management, CRM, supplier/channel partner management, financial systems including ERP, and/or operational systems (workforce management, supply chain, facilities), including how these systems integrate and where enterprise platforms like ServiceNow create value across and between them.
A point of view on how AI will transform manufacturing companies and the industry.
Experience influencing product roadmap or solution strategy in collaboration with product teams or technology partners, particularly in a manufacturing context, including shaping net new solutions where established plays do not yet exist.
Ability to travel within Japan up to 40% of the time.
Fluent in Japanese and Japanese resident.

Additional Information

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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