AVP, Solution Consulting CRM EMEA

About the Position

AVP, Solution Consulting CRM EMEA

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 approximately 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.

Responsibilities

• 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.

Requirements

• Core Skills

  • CRM
  • AI
  • Automation
  • Pre-sales
  • Solution Consulting
  • Technical Sales

• Secondary Skills

  • Leadership
  • Distributed Teams
  • Cross-functional
  • Executive Presence

• Experience

  • 10+ years in leadership role in Solution Consulting domain
  • Extensive experience leading pre-sales, solution consulting, or technical sales organizations at scale, including leading other leaders (managing managers).
  • 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.

• Education

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

We Offer

• Competitive salary and benefits package
• Opportunity to work in a dynamic, innovative environment
• Travel opportunities up to 50% of the time on average

About the Company

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.

Additional Information

• Work Personas: Flexible, remote, or required in office
• 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.
• Accommodations: 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.