VP, Hyperscalers - job 2 of 2

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

What you get to do in this role:

The VP Hyperscalers is a role that is accountable for growing and scaling ServiceNow’s business with all three Hyperscalers (MSFT, Google, and AWS). This leader will lead a team of quota-carrying sellers and Partner Managers focused on driving NNACV (Net New ACV) on the Hyperscalers, as well as working cross-functionally (i.e. operations, marketing, engineering/product, customer success & implementation partners) to deliver a profitable P&L in-line with company targets. S/he will closely align with our executive leadership, core sales leadership, and product leadership, as well as teams at each of the Hyperscalers, to develop strategic co-innovation opportunities, support a scaled operational and sales model, and grow revenue based on ServiceNow on Hyperscaler.

S/he will build trusted relationships with customer and partner executives, partner with sales leaders, and be a significant contributor to the revenue growth, both through top accounts and new logos.

S/he will serve as the main point of contact for the global Hyperscaler business connecting with senior and C-suite stakeholders, driving our joint messaging, and growth via joint innovation of ServiceNow and Hyperscaler solutions. The ideal candidate brings relevant experience in leading global teams, driving successful co-sell GTM engines, scaling Hyperscaler motions & operational models, building profitable business units, and managing complex multi-faceted businesses with a diverse set of stakeholders.

S/he is expected to “roll up their sleeves” and is equally comfortable devising a multi-year strategy to penetrate a given market while also supporting key account pursuits. S/he thrives in a high growth, fast-paced environment, and can maintain a ‘north star’ point of view despite managing the urgent requests of a given day.

S/he will maintain a pulse on broader ServiceNow and Global Sales priorities, programs, and communications, and advise on ideal messaging, channels and approaches with the goal of delivering the best possible solution for customers and outcomes for ServiceNow. We're looking for a high-energy, high performing, relationship building, and empathetic leader who has a business building mindset and is an exceptional communicator.

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. 
• 15+ years of experience in enterprise software sales and sales and/or partner management
• Exceptional written and verbal communication skills – strategic, top down, concise
• Ability to develop trusted advisor relationships with customers and sales organizations; demonstrated ability to advise and influence senior leaders, multiple teams / departments on strategy, messaging and customer engagement
• Resourceful, self-motivated and able to prioritize independently in a dynamic, high growth environment
• Agile business mind; adept ability to work in a matrix organization structure with a highly distributed team, leading through influence and relationship-building
• Ability to achieve revenue growth and solution revenue growth targets for their overall region and accounts, in partnership with the direct account sales teams
• A working knowledge of the ServiceNow Platform
• Ability to travel up to 50% of the time
• Bachelors and/or Masters degree in Business, Technology or related fields

For positions in this location, we offer a base pay of $220,260 - $374,460, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

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, 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 [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. 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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