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.

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 solid 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

- 12-15+ 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 organiza

📌 Sr Director (Pune)
🏢 Jade Global
📍 Pune