AVP, Solution Consulting CRM EMEA

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Job Description

What you get to do in this role:

**LOCATION OF ROLE: IN ANY OF OUR MAJOR EU HUBS**

As the AVP, EMEA CRM Solution Consulting, you own the pre-sales technical engine behind one of ServiceNow's fastest-growing bets: CRM. You will lead a multi-layer organization of first- and second-line Solution Consulting leaders and their teams across Europe, the Middle East, and Africa (EMEA), directly accountable for the Net New Annual Contract Value (NNACV) that CRM delivers. This team is approx. 70 ICs and 14 managers. This is an execution role at heart. Your mandate is to convert ServiceNow's next-generation, AI-native CRM vision into consistent, repeatable pre-sales motions that win—at speed and at scale. 

You will re-establish a tight connection between the field and CRM product, build the next generation of pre-sales talent around the Forward Deployed Engineer (FDE) model, and lead the shift from a demo-centric to a proof-of-value (POV) centric go-to-market motion. Above all, you will drive speed, simplification, and clarity—scaling the organization through AI automation and operating as a single, unified engine of execution alongside your CRM selling peers. 

What you'll do… 

Own the number – drive CRM NNACV growth 

• Carry direct accountability for EMEA CRM NNACV targets and mobilize the Solution Consulting organization to achieve and exceed double-digit ACV growth. 

• Translate the number into clear team-level and individual pre-sales motions; forecast technical win rates and remove the blockers that slow deals. 

• Partner with CRM sales leadership to prioritize the opportunities, use cases, and industries where CRM wins fastest across the region. 

Build the next-generation pre-sales organization (FDE model) 

• Lead and grow the next generation of pre-sales talent, evolving the Solution Consultant role toward the Forward Deployed Engineer (FDE) model—technical leaders who build alongside customers rather than present to them. 

• Participate in and accelerate the transition from a demo-centric to a POV-centric pre-sales GTM motion, making working proof-of-value the default way CRM earns technical trust. 

• Recruit, develop, and retain elite technical talent, and build a bench of first- and second-line leaders ready for scale. 

Champion AI and the future of CRM 

• Understand and guide the market's intense focus on AI alongside the world's demand for a next-generation CRM, positioning ServiceNow's AI-native CRM as the answer. 

• Keep the organization fluent in agentic AI, Now Assist for CRM, and the platform capabilities that differentiate ServiceNow from legacy CRM incumbents. 

• Bring an outside-in view of where CRM and AI are heading into product, GTM, and enablement decisions. 

Scale through automation – speed, simplification, and clarity 

• Drive a passionate, relentless emphasis on using AI automation tools to scale the pre-sales organization—doing more through focus, not headcount. 

• Simplify how the team works: fewer and better assets, standardized POV frameworks, and automated demo and environment provisioning. 

• Make speed, simplification, and clarity the operating standard for every motion the team runs. 

Reconnect the field to CRM product 

• Re-establish a strong, two-way connection between EMEA Solution Consulting and CRM Product Management so that field insight shapes the roadmap and product direction reaches the field fast. 

• Serve as a trusted voice of the customer, channeling technical wins, losses, and gaps into product priorities. 

• Ensure the team consistently represents the current, differentiated CRM story—not the last generation's. 

Lead with consistent motions, clear messaging, and accountability 

• Drive first- and second-line leaders to clear, consistent messaging and visible leadership accountability across the organization. 

• Establish consistent motions and communication rhythms so every team runs the same plays to the same standard. 

• Motivate the team and the broader CRM community to rally around shared, ambitious growth targets. 

Operate as a single engine of execution 

• Work with CRM selling peers—sales, product, value, and partner leaders—as one integrated engine of execution, not adjacent functions. 

• Align pre-sales strategy, coverage, and investment with the broader CRM go-to-market plan. 

• Represent EMEA CRM Solution Consulting in cross-functional and global forums, ensuring consistency across countries and sub-regions. 

Qualifications

To be successful in this role you have:

• Extensive experience leading pre-sales, solution consulting, or technical sales organizations at scale, including leading other leaders (managing managers). 

• 10+ years in leadership role in Solution Consulting domain 

• A consistent record of owning and delivering against ACV / NNACV or equivalent revenue-tied targets in a software or SaaS environment. 

• Experience leading distributed, multi-country teams across the EMEA region and operating effectively across cultures, languages, and time zones. 

• Deep understanding of the CRM market and the disruption that AI and agentic automation are bringing to it. 

• Fluency with AI and automation tools and a demonstrated bias toward using them to scale teams and simplify how work gets done. 

• Experience evolving pre-sales motions—especially moving teams from demo-centric to POV / proof-of-value-centric selling. 

• Exceptional communication and executive presence, with the ability to set clear messaging and hold leaders accountable to it. 

• Strong cross-functional operating skills and a track record of aligning sales, product, and pre-sales into a single execution engine. 

• A talent magnet who can recruit, develop, and retain top technical leaders and individual contributors. 

• Bachelor's degree in a technical or business field, or equivalent work experience. 

• Expected to travel up to 50% of the time on average. 

 

The role of [FUNCTION TITLE] is subject to the National Collective Bargaining Agreement of Trade Sector (CCNL) and will be classified as [QUADRO, DIRIGENTE OR IMPIEGATO]. For such role we offer an initial gross base pay of EUR [base range]. This role will also be eligible for the Company's corporate bonus, MBO, or commission incentive leading to a target gross annual OTE of EUR [OTE range] and whose specific amount depends on the company and individual performance and is determined in accordance with company's plans from time to time in force and which the company may change in the course of the employment and of which you will be informed in advance. Please note that the final compensation will be determined during the offer process based on the candidate's experience, skills, competence,

qualifications

and work location in relation to the offered position, as well as relevant indications from the CCNL, applying objective and gender-neutral criteria. ServiceNow also provides a competitive benefits package that supports employees' health, financial wellbeing, family life, and work-life balance. Benefits include generous paid leave, meal vouchers, employee share purchase opportunities, comprehensive insurance coverage, and access to wellbeing, mental health, and family-forming support programs.

As mentioned, compensation is based on the geographic location in which the role is located and is subject to change based on work location. We will share all the relevant details for this role at the relevant recruitment stage.

 

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

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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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