AVP, Hyperscalers (AWS)

ServiceNow•Kirkland, WA

1d•$233,160 - $384,720•Hybrid

About The Position

The Global Head of AWS Business is a role that is accountable for building & growing ServiceNow’s business with AWS. This leader will lead a team of quota-carrying sellers focused on driving NNACV (Net New ACV) on AWS, 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 AWS, to develop and close strategic opportunities based on ServiceNow on AWS 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 AWS business connecting with senior and C-suite stakeholders, driving our joint messaging, and growth via joint innovation of ServiceNow and AWS 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!

Requirements

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
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.
Must be a team player that is goal-oriented and confident, with aptitude and desire to build high-performing teams.
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
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.
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.
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.

Nice To Haves

Preference for successful industry experience working with the strategic systems integrators and service providers that utilize Software/SaaS, embedded in their Service Offerings

Responsibilities

Building & growing ServiceNow’s business with AWS.
Leading a team of quota-carrying sellers focused on driving NNACV (Net New ACV) on AWS.
Working cross-functionally (i.e., marketing, engineering/product, customer success & implementation partners, etc.) to deliver a profitable P&L in-line with company targets.
Closely aligning with core sales leadership and account teams, as well as teams at AWS, to develop and close strategic opportunities based on ServiceNow on AWS solutions.
Building trusted relationships with customer and partner executives.
Partnering with sales leaders.
Serving as the main point of contact for the global AWS business connecting with senior and C-suite stakeholders.
Driving joint messaging and growth via joint innovation of ServiceNow and AWS solutions.
Devising a multi-year strategy to penetrate a local market while also supporting key account pursuits.
Maintaining a pulse on broader ServiceNow and Global Sales priorities, programs, and communications.
Advising on ideal messaging, channels and approaches with the goal of delivering the best possible solution for customers.
Ensuring accountability for meeting commitments.
Consistently achieving results even under tough circumstances.
Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.
Adapting approach and demeanor in real time to match the shifting demands of different situations.
Handling conflict situations effectively with a minimum of noise.