As the Director Business Manager to the CRM Japan Sales organization, your charter will be to partner with the Group Vice President of Sales, orchestrate and execute against their short and long term priorities. Consequently, the role will be focused on leading the operational and strategic execution of the overall business plan while integrating planning with the current year and out-year.

What you will do in this role:

• Assist in developing, communicating and executing on a multi-faceted plan to grow business across CRM Japan.
• Collaborate with business partners across Sales Operations, Solution Sales, Solution Consulting, Field Marketing, Customer Success and GPC (Global Partnerships & Channel) to drive alignment on go-to-marketing strategy; ensure alignment of priorities and goals
• Coordinate out-year planning to ensure the organization continues to scale to support growth expectations
• Incubate and develop emerging programs that are deemed strategic investments (Industry, Transformational Mega Deals, VAM, SWA, etc.)
• Align with other Sales leaders across the area around key best practices for forecasting, driving sales, pipeline development and leadership excellence
• Partner with HR to drive team talent development and consistent recruiting practice

Drive Program Governance:

• Orchestrate and own the Marketing Transformation Program’s governance structure (e.g., Steer Co, cascading sub-team structures, meeting cadence, etc.) that ensures clear and timely decision ownership and optimal program resource allocation.
• Prepare and communicate status reports, dashboards, decisions and ongoing lessons learned to relevant leadership teams and appropriate stakeholders *that *ensures support and buy in for the program’s vision.

Oversee the Program’s Projects:

• Deploy best-practice program and project management principles, tools and methods to ensure that the program achieves cost, schedule, quality and adoption objectives.
• Lead program and project phase gate reviews and audits* to *ensure that current and future risks are identified, and remediation plans are designed and deployed when necessary.
• Actively monitor in-process or completed projects to ensure the achievement of committed benefits and value realization.

Optimize Program Processes:

• Drive continuous improvement in program processes, governance and reporting *to *ensure waste minimization and strong buy-in for the program vision.
• Manage the program’s planning, review, and remediation processes to ensure alignment with enterprise planning processes.

Critical Success Behaviors:

• Effective Communications – Proficiency with effective communication concepts, tools and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors with an executive audience.
• Flexibility and Adaptability – Mastery of successful approaches, tools, and techniques for dealing with changes and adapting to a changing environment; ability to design approaches and processes assuming that changes are inevitable.
• Influencing – Expert knowledge of effective influencing tactics and strategies; ability to elevate the most critical questions/issues and impact decisions within and outside own organization.
• Managing Multiple Priorities – Ability to manage multiple concurrent objectives, projects, groups, or activities, using deep business acumen to make effective judgments as to prioritizing and time allocation.
• Organizational Change Management – Extensive knowledge of and ability to align the organization's people and culture with changes in business strategy, organizational structure, technology and business processes to ensure that program benefits are realized.
• Organizational Savvy and Politics – Knowledge of organizational politics and political tactics; ability to effectively navigate formal and informal communication and decision-making channels and anticipate/mitigate organizational roadblocks.
• Problem Solving – Knowledge of approaches, tools, techniques for recognizing, anticipating, and resolving organizational, operational or process problems; ability to apply this knowledge appropriately to diverse situations and mentor others to solve problems.

To be successful in this role you have:

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry.
• A self starter with a proven track record for leading strategic planning and organization change
• A strong operational mindset with a focus on building organizations to scale in a cross-functional capacity
• A competitive spirit and optimistic attitude, as well as a strong work ethic, humility, and excellent team-building communication and listening skills
• Experience attracting, retaining and developing high-performing, high potential talent through assessing, selecting, onboarding, coaching and developing
• A history of demonstrated skills of sales operational best practices
• A consistent track record of meeting and exceeding team quotas
• Strong forecasting and reporting capabilities
• Strong Program Management skills and a history of building out sales programs to support Field Sales teams
• A strong executive presence and experience building out presentations for large audiences
• Ability to navigate and collaborate through complex opportunities
• A Bachelor's degree; an MBA is a plus
• 5+ years experience in field sales management, in a matrixed sales environment in the enterprise software space
• Proficiency in Excel, Power

Point and Dynamics:

• The willingness and ability to travel 10% of the time

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 Service Now employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, Service Now may confirm the distance between your primary residence and the closest Service Now office using a third-party service.

Equal Opportunity Employer

Service Now is an equal 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. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.

Accommodations

We strive to create an accessible and inclusive experience for all candidates. 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 globaltalentss@servicenow.com 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), Service Now may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon Service Now obtaining any export license or other approval that may be required by relevant export control authorities.

From Fortune. ©2025 Fortune Media IP Limited. All rights reserved. Used under license.

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