Global Head of Digital Factory Solutions Go-to-Market
The Global Head of Digital Factory Solutions Go-to-Market is a strategic role that partners with ServiceNow’s customer-centric industry transformation sales teams, as well as other key functions across the company (e.g., marketing, product, customer success, implementation partners), to accelerate the growth of verticalized industry solutions focused on factory and industrial operations. This individual will closely align with our OT sales and product teams to seed and develop strategic opportunities that drive growth within our manufacturing customer base.
They will serve as the thought leader and subject matter expert for “ServiceNow in the Factory,” supporting account teams, marketing, partners, and product groups to design, develop, market, and sell ServiceNow’s Digital Factory solutions. These solutions aim to deliver real value by improving productivity and quality for our manufacturing customers.
The Ideal Candidate Brings a Powerful Combination of:
Manufacturing industry experience, acquired from working within a manufacturer (preferably supporting manufacturing, supply chain, or quality operations)
Working knowledge of how technology, particularly AI, can and should be leveraged to drive transformational change within a factory environment
Customer-facing experience in selling and delivering consulting services
Go-to-Market experience in an enterprise software company
This role will also align closely with our core and solution sales account teams in the Manufacturing vertical to develop strategic opportunities based on ServiceNow’s Manufacturing Digital Factory industry solution. The successful candidate will build trusted relationships with customer and partner executives, collaborate with sales leaders, and contribute significantly to revenue growth in our manufacturing accounts globally.
Key Areas of Responsibility:
Customer-Focused Pipeline Development:
Act as the industry expert for the Digital Factory solution by engaging with executives and senior leaders at industry events, executive business reviews, and similar forums. These activities should directly lead to new pipeline creation.
Sales-Oriented Pipeline Progression:
Partner with account executives and teams to progress opportunities by integrating industry expertise into account strategies, engaging key decision-makers, and accelerating deal cycles by emphasizing business value and competitive differentiators.
Partner Development & Execution:
Build and maintain relationships with Digital Factory-focused practices within strategic partners to drive awareness, enablement, solution positioning, and customer development—accelerating customer-centric pipeline priorities.
Solution Design & Enablement:
Identify new factory-based use cases for ServiceNow solutions. Collaborate with marketing to design and package solutions that create tangible value for manufacturing customers, enabling transformation across all aspects of the Digital Factory.
Business Analysis & Reporting:
Analyze the Digital Factory business to identify trends, needs, opportunities, and KPI movement. Use insights to inform customer engagement strategies and drive high-impact behaviors and results.
Solution Demos & Innovation Showcases:
Work with marketing and partners to increase awareness of the Digital Factory solution by showcasing it at Partner Innovation Centers, industry trade shows, and ServiceNow customer events.
This individual must be hands-on—equally capable of crafting multi-year strategies and updating trackers with current opportunity statuses. They should thrive in a high-growth, fast-paced environment and maintain a clear strategic perspective while addressing immediate priorities.
A typical day includes brainstorming new go-to-market approaches, presenting at industry and customer-facing events as a Digital Factory SME, engaging with C-suite stakeholders, working with industry leaders and “Big Bet” account teams, and maintaining strong relationships with key partner leaders to support pipeline and growth.
Key Internal Partnerships:
Industry & Field Marketing
Field Sales and Solution Sales
Product Teams
Global Partner & Channel
Enablement
Industry Enterprise Architects
This leader will stay attuned to ServiceNow’s global sales priorities, programs, and communications—advising on messaging, channels, and tactics to ensure the best outcomes for customers. We’re seeking a high-energy, empathetic relationship-builder with a business-growth mindset and strong communication skills.