AVP, Hyperscalers (MSFT)

What you get to do in this role:

The Global Head of MSFT Business is a role that is accountable for building & growing ServiceNows business with Microsoft. This leader will lead a team of quota-carrying sellers focused on driving NNACV (Net New ACV) on Microsoft Azure as well as working cross-functionally (i.e. marketing engineering/product customer success & implementation partners etc.) to deliver a profitable P&L in-line with company targets. S/he will closely align with our core sales leadership and account teams as well as teams at Microsoft to develop and close strategic opportunities based on ServiceNow on Azure solutions.

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 Microsoft business connecting with senior and C-suite stakeholders driving our joint messaging and growth via joint innovation of ServiceNow and Microsoft solutions. The ideal candidate brings relevant experience in driving successful co-sell GTM engines building profitable business units and managing complex multi-faceted businesses with 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 local 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.  Were looking for a high-energy relationship building and empathetic leader who has a business building mindset and is a remarkable communicator!

Qualifications :

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 AIs potential impact on the function or industry.
• Established executive level relationships within the Service Provider executive community.
• Strong executive presence & track record of consistent quota attainment & over achievement
• C-suite relationship engagement and management
• Knowledge of System Integrators Resellers & Independent Software Vendors is a must
• Ability to engage directly in the sales cycle on joint must win pursuits/opportunities as well as facilitate joint engagement as and when necessary
• Align localize and execute joint GTM strategy and multi-year regional business plans with targeted partners in the SP partner community as well as ensuring development of compelling JOINT GTM value propositions aligned to NOWs Three Primary Workflows & Six Sales Conversations
• Clearly defined joint go-to-market initiatives with key NOW-Partner global exec sponsors with key milestones and progress tracking metrics & associated rigor to inspect what we expect
• Work with regions to align localize and execute the ACE global op model (including partner portfolio segmentation) with regional sales presales enablement & services governance to ensure regional leadership input and feedback for ongoing refinement
• Align & leverage ACE global initiatives & programs to enable efficient and scalable processes (eg; Joint Pursuit/Account Planning & Strategic Deal Registration) forecasting compensation training and op excellence
• The ideal candidate will have 15 plus years of prior global alliances and channel sales including business development executive leadership experience in Enterprise Software and/or Cloud Services (including Enterprise SaaS) driving partner revenue & accelerated growth with & through SI-SP partners in collaboration with an enterprise sales force.
• Proven skills building Go-to-market plans for channel and partner organizations.
• Preference for successful industry experience working with the strategic systems integrators and service providers that utilize Software/SaaS embedded in their Service Offerings
• Must be a team player that is goal-oriented and confident with aptitude and desire to build high-performing teams. This individual must demonstrate an ability to get things done build consensus and resolve conflict in a highly collaborative manner
• Diligent at measuring and communicating progress to achieve targeted business results identifying obstacles and associated remediation plans
• The successful candidate will be adaptable and flexible able to work and thrive in a highly dynamic environment
• Past experience and relationships with major SIs ISVs Managed Service Providers Value Added Resellers and experience with leading software Cloud & SaaS organizations required

ACE Competencies:

• 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 AIs potential impact on the function or industry.
• In addition to our ServiceNow leadership competencies the ACE organization has defined core and functional competencies that are aligned to the ACE operating model and provide the foundation of the framework describing behaviors to be displayed by all ACE employees.

Core Competencies: 

• Ensures Accountability  Holds self and others accountable to meet commitments.
• Execution Focus  Consistently achieving results even under tough circumstances.
• Strategic Mindset  Seeing ahead to future possibilities and translating them into breakthrough strategies.

Functional Competencies for Partner Sales

• Communicates Effectively  Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.
• Situational Adaptability  Adapting approach and demeanor in real time to match the shifting demands of different situations.
• Manages Conflict  Handling conflict situations effectively with a minimum of noise.

JV20

For positions in this location we offer a base pay of $229140 - $378120 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.

Additional Information :

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 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 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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Remote Work :

No

Employment Type :

Full-time