Job description
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
ServiceNow makes work, work better for people. Our cloud-based enterprise platform and products streamline and simplify how work gets done. With more than 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we’re proud to be one of FORTUNE 100 Best Companies to Work For® and World’s Most Admired Companies™.
Reporting to the VP, Strategic Customers - Global Revenue Programs (Elevate), the Strategic Customers - Global On-Premises (Elevate) Senior Manager will be joining a broader team focused on driving high-impact global strategies that support ServiceNow’s long-term revenue growth and profitability through larger and more strategic transactions at scale.
As the Strategic Customers - Global On-Premises (Elevate) Senior Manager, you will lead the strategy and management for critical On-Premises deals in partnership with other Sales, GTM, and Finance functions, driving revenue achievement at a global scale. The ideal candidate will own the reporting and forecasting process, drive GTM strategy for On-Prem deals, and scale operational improvements to maximize business impact. Experience navigating regulated markets and a deep understanding of customer considerations when choosing between cloud and on-premises data center strategies are key to success in this role.
Priorities & Responsibilities
Own On-Premises Revenue Management
- Serve as the global point of contact over management of On-Premises revenue goals, partnering closely with sales leadership to manage against quarterly and annual targets.
Establish and Operationalize Sales Processes
Design and implement scalable, repeatable processes for pipeline tracking, forecasting, health assessments, and revenue linearity across all GEOs
Continuously refine and scale operating mechanisms to support predictable On-Prem revenue attainment.
Lead Ongoing Forecasting and Pipeline Management
Manage the ongoing end-to-end operating processes for On-Premises deals, ensuring accuracy, predictability, and consistency.
Partner with sales operations and regional teams to monitor pipeline coverage, conversion rates, and deal velocity.
Identify, Develop, and Scale Strategic Revenue Plays
Surface and shape new commercial strategies tailored to key customer segments or market dynamics (e.g., regulated industries, hybrid cloud needs).
Pilot, operationalize, and scale high-impact motions that drive incremental On-Prem revenue, including playbooks, packaging, and pricing strategies.
Drive Strategic Deal Support and Execution
Engage directly with sales teams and cross-functional partners to support execution of high-value, complex On-Prem deals.
Provide deal-level forecasting insight, commercial strategy input, and operational coordination to accelerate closing.
Act as a strategic advisor to sales leaders, enabling repeatable success in enterprise-scale On-Prem engagements.
Partner Cross-Functionally to Enable Success
Collaborate with Finance, Product, Operations, and Digital Technology teams to align on data, systems, and commercial innovation that support revenue growth.
Serve as a central voice for On-Prem strategy within the broader go-to-market organization.
Qualifications
To be successful in this role you have:
Qualifications
Experience and Expertise
7+ years in GTM Strategy/Planning or Sales Operations, ideally in SaaS or enterprise tech
Proven success in developing quota systems, pipeline modeling, and forecasting frameworks at global scale
Proven ability to design and implement new operating models that support quota achievement
Strong experience partnering with sales, finance, and product teams to set and scale GTM strategies
Expertise with BI/reporting tools (Dynamics 365, Power BI) and advanced Excel modeling skills
Familiarity with strategic deal mechanics (volume pricing, multiphase deals, bundling, etc.)
Experience operating in or supporting regulated markets (e.g., public sector, financial services, healthcare) with an understanding of compliance, data sovereignty, and risk considerations, a plus
Strong understanding of customer infrastructure preferences, particularly in making decisions between cloud-based and on-premises data center models, a plus
Skills and Attributes
Deep analytical skills and a data-driven mindset
Exceptional communication and presentation skills
Strong problem-solving skills, with a results-driven and innovative mindset.
Ability to lead and collaborate across diverse teams, both internally and externally.
Intrinsically curious about emerging technologies and their application in solving business challenges.
Team player of unquestionable integrity, credibility, and character
Experience within a large organization; ability to quickly establish trust-based relationships internally to get support for customer sales objectives
Strong leadership, problem solving, and decision-making abilities
Continuous improvement and growth mindset
Measure of success
Achievement of global On-Prem quota targets
Accuracy of forecasting and pipeline predictability
Customer and Sales team feedback
Scaled automation and model adoption across the business
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. Learn more here.
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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