Senior Manager, Program Strategy Elevate

ServiceNow makes work work better for people. Our cloud-based enterprise platform and products streamline and simplify how work gets done. With more than 7700 customers we serve approximately 85% of the Fortune 500 and were proud to be one of FORTUNE 100 Best Companies to Work For and Worlds Most Admired Companies. 

The Strategic Customer Engagements (Elevate) team focuses on driving high-impact strategies that support ServiceNows long-term revenue growth through larger and more complex transactions. The Complex Deal Strategies & Development team this role would be supporting works upstream from the sales cycleshaping and qualifying strategic opportunities codifying repeatable pursuit motions and aligning cross-functional teams to accelerate our largest deals. 

One of our key focus areas is a strategic enterprise AI customer program aimed at identifying and scaling AI-led pursuit plays across our most strategic global customers. 

As a Senior Manager Program Strategy  Elevate you will own design and scale repeatable deal development motions that directly drive incremental revenue pipeline creation and platform adoption across our largest global accounts.  This is a builder role not a PMO role. You will create the motion not simply coordinate it. This role offers high visibility and cross-functional collaboration across Sales Industry Value Product Engineering and Executive Customer Advocacy teams. 

Priorities & Responsibilities 

Strategic GTM Planning & Execution 

• Develop and refine Now Next AI GTM strategy roadmap positioning and opportunity development taking the motion from strategy through field adoption and measurable revenue impact 

• Identify growth opportunities and new GTM motions by analyzing market trends competitive intelligence and customer adoption patterns to prioritize white space expansion across departments industries and use cases 

• Stand up repeatable operating rhythms (quarterly GEO plans pipeline reviews field feedback loops) that translate strategy into action 

Cross-Functional Stakeholder Management 

• Lead cross-functional alignment across Sales Product Engineering Industry and Value teams to drive one unified AI platform story 

• Partner with Applied AI Field Deployment Engineering team on customer readiness assessments and establishing feedback loops from technical engagements to inform roadmap priorities and GTM playbook refinements 

• Break down silos and competing initiatives to create a single prioritized field motion 

• Influence senior leaders (GEO VPs Area leaders product executives) to secure focus resources orchestrating unified AI Platform positioning and solidifying sponsorship 

Field Enablement & Sales Methodology 

• Equip sellers with simple high-impact tools and narratives that win executive conversations 

• Provide white-glove support for strategic accounts with discovery coaching account-specific AI opportunity assessments value narrative development executive presentation preparation and win/loss retrospectives to extract insights and refine positioning approach 

Program Analytics & Continuous Optimization 

• Define success metrics tied to pipeline creation win rates ACV expansion FDE builds and platform adoption 

• Report program impact through executive business reviews with actionable recommendations (accelerate/fix/invest) and quarterly GTM retrospectives identifying optimization opportunities and strategic pivots 

• Continuously refine the motion based on field signals and customer outcomes 

What Great Looks Like: 

• Has personally launched or scaled a new GTM motion or program in a tech sales organization 

• Comfortable operating with ambiguity and building structure from scratch 

• Earns trust quickly with frontline sellers and senior executives alike 

• Bias for action over perfection 

• Thrives in fast-paced entrepreneurial environments with competing priorities 

• Known for getting things done not just aligning stakeholders 

Qualifications :

• 12 years of experience in strategy consulting enterprise SaaS go-to-market sales/sales operations or strategic program management ideally with exposure to software corporate strategy or business development. 

• 2-3 years Sales experience in a direct quota carrying role a plus 

• Bachelors or Masters degree in Business Engineering IT or a related discipline. 

• Strong business acumen and problem-solving skills; able to translate customer priorities into actionable commercial strategies. 

• Exceptional communication skillscapable of delivering concise executive summaries slides and stakeholder updates. 

• Proficient in Excel PowerPoint and common SaaS tools; experience with dashboards or reporting tools is a plus. 

• Demonstrated ability to manage cross-functional initiatives and influence stakeholders in fast-paced matrixed environments. 

• Highly organized self-starter with strong time management a growth mindset and a collaborative team-oriented approach. 

• Curiosity about AI and interest in shaping enterprise use casestechnical expertise not required but storytelling ability is valued. Your superpower is strategically connecting the dots. 

• For positions in this location we offer a base pay of $176000 - $309900 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 :

Yes

Employment Type :

Full-time