Sales Operations Strategy and Planning Manager - job 1 of 2

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.

What you get to do in this role:

We are seeking a highly motivated Senior Sales Operations Strategy and Planning Manager to support our Hyperscaler (AWS, Azure, Google) Sales Organization. You will be joining a fast-paced, high-growth organization that is delivering against one of ServiceNow’s biggest priorities.

This is an individual contributor role operationally supporting a sales team to achieve their business objectives and quota.

In this role, you will:

• Drive operational readiness of hyperscaler sales geographical and GTM program expansions
  • Be the Subject Matter Expert on hyperscaler sales GTM operations in all transformation programs.
  • Own and drive sales GTM operations deliverables in all transformation workstreams.
  • Assess and resolve operational impacts/gaps/risks of transformation changes;  ensure launches are successful with no disruption to sales cycle and rep compensation.
  • Collaborate with extended cross-functional teams on issue identification and solutioning.
  • Understand transformation impact to sales territories and quotas and drive needed actions.
• Lead all operational annual planning activities for the hyperscaler sales organization
  • Own sales territory analysis and design, compensation plan design, quota modeling and headcount plans / tracking. Formulate and present recommendations to leadership.
  • Collaborate with cross-functional planning team to understand, document, communicate and drive planning calendar and deliverables.
  • Coordinate annual planning across hyperscaler operations and ensure all deliverables are met correctly and on time.

To be successful in this role you have:

• 10+  years experience in a software Sales GTM organization, driving sales planning and sales transformation programs.
• Deep understanding of sales GTM motions and ecosystems: direct and channel; hyperscaler marketplaces a plus.
• Proven experience in sales planning function:  Territory and coverage design, sales compensation design, and target setting and attainment.
• Proven program management expertise.
• Outstanding communication, interpersonal, leadership and influencing skills, with a proven ability to work collaboratively and cross-functionally.
• Exceptional presentation skills; must be able to synthesize and distill the very complex into simple and clear messages, articulating challenges, impact, risk, and recommendations.
• Excellent analytical and problem-solving skills with ability to drive conflict resolution.
• Proven ability to operate in ambiguity, think strategically, and drive tactical execution in fast-paced environments.
• Proven ability to connect the dots across functions to understand impact and risk.
• Exceptional organizational skills and strong attention detail.
• Expert  Microsoft suite skills; PowerPoint, Word, Excel

For positions in this location, we offer a base pay of $131,300 - $229,800, 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.

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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