ServiceNow ESM GTM Leader
Experience : +15 years
Location : Pune
Jade Global is seeking a seasoned ESM GTM Leader, focused on Pre-Sales, Solution Advisory, and Enterprise Transformation, to drive significant growth within our Enterprise Service Management (ESM) practice. This is not a traditional sales role; it is a strategic, client-facing leadership position designed for a practitioner who can effectively bridge business development and delivery execution.
The ideal candidate will be responsible for defining GTM solutions, leading strategic presales engagements, cultivating key ServiceNow alliance relationships, and collaborating closely with Sales, Marketing, and Delivery teams to build and convert the pipeline. This leader will carry a personal quota and will be responsible for client-facing solutioning, effort scoping and proposal/SOW development.
Key Responsibilities
GTM Solution Development
- Define and evolve Jade Global’s ESM Go-to-Market (GTM) offerings, including industry solutions and differentiated value propositions for ServiceNow workflows and enterprise transformation initiatives.
- Develop specialized solution packages, advisory frameworks, and service offerings tailored to target customer segments and buyer personas.
- Collaborate with Marketing on campaign themes, solution briefs, thought leadership content, customer success narratives, and event messaging to drive awareness and demand generation.
- Translate ServiceNow platform innovations, AI capabilities, and workflow automation trends into Jade-specific positioning and compelling competitive differentiation.
- Support the creation of reusable accelerators, demo environments, playbooks, and transformation frameworks.
ServiceNow Alliance & Ecosystem Engagement
- Cultivate strong engagement with ServiceNow field sales, partner enablement, and ecosystem stakeholders to ensure co-sell alignment and accelerate pipeline growth.
- Represent Jade Global at key ServiceNow ecosystem events, including Knowledge, partner forums, executive roundtables, and industry conferences.
- Drive joint go-to-market initiatives, referral opportunities, and co-marketing programs with ServiceNow and ecosystem partners.
- Strengthen Jade's partner standing by focusing on enablement alignment, achieving certifications, and strategic collaboration initiatives.
Pre-Sales & Pipeline Development
- Partner with Sales leadership on account targeting, pursuit strategy, and pipeline planning for all ESM opportunities.
- Lead high-impact engagements including discovery workshops, executive presentations, solution demonstrations, and transformation advisory discussions tailored to specific customer needs.
- Engage senior executives (CIO, COO, CHRO, CFO) and business stakeholders on strategies for enterprise workflow transformation, operational efficiency, and AI-enabled service management.
- Jointly qualify opportunities with Sales and competitively position Jade’s solutions from initial engagement through successful closure.
- Support lead generation activities—including webinars, executive roundtables, partner events, and digital campaigns—by providing deep domain expertise and thought leadership.
Proposal, Estimation & Opportunity Conversion
- Own the end-to-end solutioning process for ESM pursuits, including scope definition, rigorous effort estimation review, staffing strategy, and strategic delivery model recommendations.
- Review and validate delivery estimates to ensure commercial viability, scalability, and perfect alignment with customer expectations.
- Lead the development of executive-level proposals, Statements of Work (SOWs), transformation roadmaps, and compelling business value presentations.
- Support successful deal conversion through active participation in negotiations, executive briefings, and strategic customer discussions.
- Ensure seamless transition from sales to implementation by collaborating closely with Delivery and Practice teams.
Qualifications & Experience Required
- 15+ years of progressive experience in enterprise consulting, solution advisory, presales, or digital transformation, with a minimum of 6–8 years focused specifically on ServiceNow/ESM solutions.
- Deep understanding of Enterprise Service Management frameworks and the full scope of ServiceNow platform capabilities (ITSM, ITOM, HRSD, CSM, SecOps, Asset Management, and workflow automation).
- Strong executive presence and demonstrated ability to engage and influence C-suite leaders (CIOs, COOs, CHROs, CFOs) and enterprise transformation stakeholders.
- Demonstrated expertise in leading complex presales engagements, including discovery workshops, executive presentations, roadmap advisory, and comprehensive RFP responses.
- Proven capability in reviewing delivery estimates, validating intricate solution approaches, and developing commercially viable proposals.
- Direct experience working with or within the ServiceNow partner ecosystem.
- Ability to carry and consistently achieve a personal sales quota in a hybrid presales/advisory capacity.
- Strong comprehension of enterprise transformation, operational excellence, AI-led automation, and workflow modernization initiatives.
Preferred
- ServiceNow certifications, such as CSA, CIS, CAD, or CTA.
- Prior experience in a GTM, Practice Lead, Solution Advisory, or Transformation Consulting leadership role within a ServiceNow SI partner or consulting organization.
- Industry expertise in one or more key verticals: Healthcare & Life Sciences, Manufacturing, Technology, Retail, Financial Services, or Professional Services.
- Experience building and productizing consulting offerings, including accelerators and transformation frameworks.
- Familiarity with AI-enabled enterprise workflows, modern automation platforms, and integration ecosystems.
- Experience supporting large-scale, enterprise-wide digital transformation programs.
Success Metrics
- Achieve assigned ESM pipeline contribution and bookings quota.
- Significantly expand Jade Global’s active co-sell pipeline with ServiceNow alliance teams.
- Deliver high-quality proposals that result in strong competitive win rates.
- Contribute directly to practice growth by developing reusable GTM assets, accelerators, frameworks, and thought leadership.
- Strengthen executive relationships across customers, strategic partners, and ServiceNow ecosystem stakeholders.