Head of Manufacturing GTM, Japan

Overview We are looking for a Head of Manufacturing Go To Market in Japan. The ideal candidate brings a combination of Manufacturing sector credibility and enterprise technology depth. They understand how manufacturing companies are organized, how they buy, and where the most pressing operational and strategic priorities sit across supply chain, production operations, and distribution models. Critically, they know how to translate that knowledge into repeatable GTM motions, solution-level positioning, and field-ready plays that the broader sales team can execute. What distinguishes this role from both pure manufacturing sector advisors and traditional platform sellers is the combination of the two. This individual brings enough operational credibility to earn trust with manufacturing executives, and enough platform depth to connect that knowledge directly to ServiceNow's product capabilities. Translating manufacturing and operational realities into actual platform workflows, use case design, and solution architecture is the core differentiator this role requires. It is not strictly supply chain or manufacturing experience, and it is not strictly platform or IT knowledge. It is the intersection of the two, applied. The Head of Manufacturing Go To Market, Japan will translate platform capabilities into scalable industry plays, own partner co-development motions with key SIs and technology partners, and serve as a connective layer between field sales, product, marketing, and the broader provider ecosystem. They will be a consistent presence with priority accounts and a builder of field-ready assets that drive pipeline without requiring GTM in every room. This individual is responsible for the following areas: How You'll Spend Your Time Time allocation follows the Global Industries GTM operating model. Roughly 60% of this role is customer-facing: executive engagement, EBC delivery, pipeline creation, and priority account progression. The remaining 40% splits between industry strategy and product collaboration (Responsibilities 5 and 6, approximately 20%) and field enablement, play development, and business reporting (Responsibilities 7 and 8, approximately 20%). This role is most active as a door opener and trusted advisor through the point of technical win. After that, the account team leads and this role re-engages on an as-needed basis. Commercial, legal, and close milestones belong to the AE and deal team. Areas of Responsibility 1. Executive Presence and EBC Engagements Representing ServiceNow's vision and strategy directly to provider executives is the primary function of this role. This Manager will be a leading voice in Executive Business Center engagements, delivering compelling presentations that connect ServiceNow's platform capabilities to the operational and strategic priorities manufacturing leaders are accountable for. This is not a supporting role in those rooms. This individual owns the narrative, the content quality, and the executive relationship that follows. Beyond EBCs, this includes industry forums, executive roundtables, and targeted account engagements where a senior, credible presence accelerates trust and shortens the path to commitment. 2. Customer Focused Pipeline Development Drive net new pipeline by bringing operationally grounded, solution-level expertise into conversations with provider executives and senior leaders. Engage through industry forums, events, and targeted roundtables. Pipeline creation requires connecting ServiceNow's platform capabilities to the priorities that matter most to manufacturing leaders: margin, cost, workforce, operational throughput, and digital infrastructure. This role earns trust with senior buyers through command of the solution landscape and how it moves the metrics executives are accountable for. Pipeline created and influenced by this role is measured through in-quarter NNACV. 3. Sales Oriented Pipeline Progression Partner with account executives and their teams to progress pipeline by infusing industry expertise into account strategy, forming relationships with key buying center executives, and helping shorten deal lifecycles by highlighting business value and competitive differentiators. This role functions as a door opener, relationship keeper, and trusted advisor. It stays actively engaged through technical win, with a particular focus on accounts where senior stakeholder relationships or strategic complexity require an objective, practitioner-level voice in the room. After technical win, the account team leads and this role re-engages on an as-needed basis. 4. Manufacturing Knowledge Applied to the Platform A core expectation of this role is the ability to take manufacturing and supply chain knowledge and apply it directly to ServiceNow's platform. Not just describe the problem space, but work with solution consultants, product teams, and partners to frame and articulate how the platform solves the problem at the workflow level. This role provides the business oversight and strategic context for demonstrations and proof of concept work, connecting manufacturing and supply chain priorities to what is being shown in the platform. Building and running demos is Solution Consultant territory. This individual ensures the business case and manufacturing logic behind the demo is airtight and lands with the executive audience. That depth is what makes the customer-facing work credible. 5. Solution Ideation and Product Strategy Alignment Partner with ServiceNow's product teams and key technology partners to inform and shape the product and solution vision for the manufacturing segment. This is not passive input. This Manager will bring direct market signals, executive buyer feedback, and deal-level patterns into product conversations to guide roadmap prioritization, use case validation, and partner co-development decisions. This role is particularly focused on net new products and solutions wher