About the company
It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.
Responsibilities
- Engage directly with strategic customers to understand needs, drive adoption, and ensure satisfaction.
- Design and activate prioritized sales plays that maximize pipeline generation, progression, and new net annual contract value (NNACV).
- Scale CIO GTM plays, repeatable motions, and readiness programs across geographies (AMS, EMEA, APAC, Japan).
- Support the Autonomous IT motion by increasing PM attach rate and expansion across CIO/IT deals.
- Elevate, simplify, and transform solution messaging in partnership with Product Solution Marketing (PSM).
- Collaborate with the PM BU to develop and refine GTM strategies, including insights into pricing, packaging, and market positioning.
- Drive integration of GTM initiatives across Global Partnerships & Channels (GPC), Customer Excellence Group (CEG), PSM, and Industry Solutions.
- Support partner co-sell strategy and solution partner enablement.
- Stay ahead of market trends, competitive shifts, and emerging technologies.
- Represent the company at industry events, panels, and executive forums.
- Support deal execution across stages, including planning, discovery calls, engagement plans, workshops.
- Support high-impact deals, advising field and geo leadership on strategic execution and customer unlock.
- Foster a culture of innovation, collaboration, and continuous improvement.
Requirements
- 7+ years of experience in GTM strategy, solution sales, business operations, or customer success, with at least 3 years in a senior role.
- Proven track record of driving strategic initiatives and operational execution in complex, matrixed environments.
- Deep experience engaging with senior stakeholders (e.g. CIOs) and influencing executive decision-making.
- Strong analytical, communication, and storytelling skills.
- Experience in SaaS, cloud, or enterprise technology preferred.
- Familiarity with strategic portfolio management – portfolio planning, project and portfolio management (PPM), demand and resource management.