AVP, Hyperscalers (MSFT)

Company Description
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.
Job Description
What you get to do in this role:
The Global Head of MSFT Business is a role that is accountable for building & growing ServiceNow's 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. We're 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 AI's 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 NOW's 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 SI's, ISV's, 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 AI's 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 $229,140 - $378,120, 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 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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