Expert

Enterprise Account Manager - GCC

Mumbai, India · On-site

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

About the Role:

You'll build new business in GCC accounts by partnering with AI/Intelligent Automation CoE leaders, GBS leadership, Data & Analytics leaders, and Engineering teams to deploy AI at scale—accelerating process automation, unlocking data-driven decisions, and proving measurable productivity gains against their global innovation mandate. This role demands account strategy rooted in GCC P&L mechanics, multi-stakeholder navigation (CoE through C-suite), and the ability to size deals around AI-driven transformation ROI—not just licensing. You'll own a portfolio of GCC Accounts and execute field-based account plans that move from AI CoE discovery through CFO-led business case validation.

What you get to do in this role:

Build and orchestrate multi-stakeholder account strategies—starting with AI/Intelligent Automation CoE leaders, GBS heads, and Data & Analytics leaders based in the GCC, then presenting business cases to global CFOs, CIOs, and regional COOs who drive budget and strategic approval
Map and navigate complex GCC decision-making structures, identifying which leaders own transformation mandates, data strategy, and cost-avoidance metrics
Be a trusted transformation advisor: understand GCC P&L drivers, regulatory constraints, and local productivity mandates—then position how ServiceNow AI unlocks value that resonates with both GCC leadership and global finance/strategy buyers
Orchestrate specialist resources (Solutions Consultants, AI specialists, Professional Services, product experts, partners) into deals at critical moments—CoE validation, business case build, implementation roadmap
Execute vertical (GCC-specific) and horizontal (cross-function AI plays) sales strategies, scaling your territory while building a pipeline of Tier-1 GCC accounts
Lead account planning that moves from CoE discovery through CFO-led business case validation, ensuring both innovation credibility and financial rigor
Develop and collaborate with cross functional team through GCC-specific deal complexity—stakeholder navigation, ROI methodology, multi-quarter sales cycles
Manage forecasting and communications with discipline, translating pipeline activity into predictable revenue
Establish and nurture relationships at CoE leadership and C-suite levels, becoming the trusted advisor on GCC AI transformation strategy
Drive customer success practices and long-term account expansion strategy post-close

Qualifications

To be successful in this role you have:

10+ years of enterprise software sales experience, with 3+ years selling to large GCC organizations.
Proven ability to sell AI-driven transformation and automation solutions—demonstrating how AI impacts workflows, decision-making, and organizational productivity.
Deep experience navigating multi-tiered, matrixed customer relationships in enterprises with 5,000+ employees, particularly in GCC/shared services environments
Track record of closing large deals with CFO/COO involvement and complex sales cycles
Demonstrated expertise sizing deals around business outcomes (cost-avoidance, FTE reduction, automation ROI) rather than licensing
Strong GCC region knowledge—familiarity with Tier-1 Global Capability Centers, their organizational structures, and competitive dynamics
Superior stakeholder management skills—ability to navigate C-suite relationships, build credibility with technical CoEs, and translate business impact for finance buyers
Strong forecasting discipline, communication, and executive presence
Competitive mindset, optimism, humility, strong work ethic, and excellent collaboration and listening skills
Willingness and ability to travel 50% of the time for customer meetings, with occasional global stakeholder engagement

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.