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Services Development Manager

Element AI

Element AI

Tokyo, Japan
Posted on Tuesday, April 30, 2024

Company Description

At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you.

With more than 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be one of FORTUNE 100 Best Companies to Work For® and World's Most Admired Companies™.

Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.

Job Description

This role is part of the Customer Outcomes team. Our purpose is to accelerate platform adoption and drive customer business outcomes. We do this through a portfolio of products and services, delivered by world-class consultants, training and success professionals, our leading practices, methodologies, and tools, as well as our ecosystem of partners.

As a ServiceNow Service Development Manager, you will be responsible for selling a portfolio of service offerings designed to help our customers successfully adopt the products they have purchased and ultimately achieve the business outcomes they expected from utilising our products. These service offerings include our Impact success offering and product adoption services.

The SDM is integral to the regional sales team. They collaborate with the Services Account Executive, account team and our customers to ensure successful implementation and adoption. In a quota-carrying role, the Services Development Manager partners with the Services Account Executive, the ServiceNow Sales team and our partner ecosystem to develop and successfully execute Services sales opportunities across the territories of the Services Account Executive on very large accounts and new logos.

  • Collaborate with inside and outside Digital, Field, and Partner sales team members to develop and execute success and adoption services opportunities in collaboration with the Services Account Executives and their designated territories.
  • Work with the SAE in your region to prioritise sales activities against specific opportunities on clear role-responsible guidelines.
  • Work effectively and collaborate with the Expert Services delivery team to identify additional revenue opportunities from existing engagements, including Change Orders.
  • Participate in all district activities to develop a programmatic approach to creating, managing, and closing a pipeline of opportunities commensurate with achieving assigned service quotas.
  • Proactively create new Services opportunities Impact and Adoption Services for new and installed base customers.
  • Own the responsibility for any Impact Guided deal in the territories of the Services Account Executives.
  • Manage sales opportunities and business relationships from the office with influential contacts across the territories of the Services Account Executive on very large accounts and new logos. Work with the extended support and delivery team to drive the development of packaging strategies and services proposals.
  • Prioritise and manage inbound services sales requests.
  • Execute Value-based Selling Methodology for Impact and Adoption services opportunities.
  • Meeting or exceeding Monthly, Quarterly and Annual sales targets.
  • Providing accurate information to management for forecasting, quarterly business reviews, etc.
  • Ensuring compliance with operational standards and customer relationship management.


To be successful in this role you have:

  • Must be authorized to work in Japan
  • Profound relationship-building skills and senior communication skills.
  • Strong understanding of sales and decision processes in large organisations.
  • Demonstrated experience in enterprise software or consulting services.
  • Proven track record of accurate forecasting and achieving quota.
  • Strong technical aptitude to understand the desired business outcomes and translate those to services capabilities that ServiceNow can deliver.
  • Experience selling enterprise-class solutions, services, or success in person or remotely via Zoom.
  • A thorough understanding of the sales process and the ability to navigate and progress short but complex sales cycles.
  • Sales force automation, enterprise resource planning, or other IT infrastructure management monitoring and discovery technologies are definite pluses.
  • Presentation skills via web-based tools.
  • Persistent, dependable, and accountable.
  • Skilled at concisely summarising salient points in the English language.
  • Strong collaboration skills to drive business while working side-by-side with the Services Sales Executive.

Additional Information

ServiceNow is an Equal Employment 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.

At ServiceNow, we lead with flexibility and trust in our distributed world of work. Click here to learn about our work personas: flexible, remote and required-in-office.

If you require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at [email protected] for assistance.

For positions requiring access to technical data subject to export control regulations, including Export Administration Regulations (EAR), ServiceNow may have to obtain export licensing approval from the U.S. Government for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by the U.S. Government.

Please Note: Fraudulent job postings/job scams are increasingly common. Click here to learn what to watch out for and how to protect yourself. All genuine ServiceNow job postings can be found through the ServiceNow Careers site.

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