Senior Manager, Program Strategy - Elevate
About The Position
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™. The Strategic Customer Engagements (Elevate) team focuses on driving high-impact strategies that support ServiceNow’s long-term revenue growth through larger and more complex transactions. The Complex Deal Strategies & Development team this role would be supporting works upstream from the sales cycle—shaping and qualifying strategic opportunities, codifying repeatable pursuit motions, and aligning cross-functional teams to accelerate our largest deals. One of our key focus areas is a strategic enterprise AI customer program, aimed at identifying and scaling AI-led pursuit plays across our most strategic global customers. As a Senior Manager, Program Strategy – Elevate you will own, design, and scale repeatable deal development motions that directly drive incremental revenue, pipeline creation, and platform adoption across our largest global accounts. This is a builder role, not a PMO role. You will create the motion, not simply coordinate it. This role offers high visibility and cross-functional collaboration across Sales, Industry, Value, Product, Engineering and Executive Customer Advocacy teams.
Requirements
- 12+ years of experience in strategy consulting, enterprise SaaS go-to-market, sales/sales operations, or strategic program management, ideally with exposure to software, corporate strategy, or business development.
- Bachelor’s or Master’s degree in Business, Engineering, IT, or a related discipline.
- Strong business acumen and problem-solving skills; able to translate customer priorities into actionable commercial strategies.
- Exceptional communication skills—capable of delivering concise executive summaries, slides, and stakeholder updates.
- Proficient in Excel, PowerPoint, and common SaaS tools; experience with dashboards or reporting tools is a plus.
- Demonstrated ability to manage cross-functional initiatives and influence stakeholders in fast-paced, matrixed environments.
- Highly organized self-starter with strong time management, a growth mindset, and a collaborative, team-oriented approach.
- Curiosity about AI and interest in shaping enterprise use cases—technical expertise not required but storytelling ability is valued. Your superpower is strategically connecting the dots.
Nice To Haves
- 2-3+ years Sales experience in a direct quota carrying role a plus
Responsibilities
- Develop and refine Now Next AI GTM strategy roadmap, positioning, and opportunity development, taking the motion from strategy through field adoption and measurable revenue impact
- Identify growth opportunities and new GTM motions by analyzing market trends, competitive intelligence, and customer adoption patterns to prioritize white space expansion across departments, industries, and use cases
- Stand up repeatable operating rhythms (quarterly GEO plans, pipeline reviews, field feedback loops) that translate strategy into action
- Lead cross-functional alignment across Sales, Product, Engineering, Industry, and Value teams to drive one unified AI platform story
- Partner with Applied AI Field Deployment Engineering team on customer readiness assessments and establishing feedback loops from technical engagements to inform roadmap priorities and GTM playbook refinements
- Break down silos and competing initiatives to create a single, prioritized field motion
- Influence senior leaders (GEO VPs, Area leaders, product executives) to secure focus, resources, orchestrating unified AI Platform positioning and solidifying sponsorship
- Equip sellers with simple, high-impact tools and narratives that win executive conversations
- Provide white-glove support for strategic accounts with discovery coaching, account-specific AI opportunity assessments, value narrative development, executive presentation preparation, and win/loss retrospectives to extract insights and refine positioning approach
- Define success metrics tied to pipeline creation, win rates, ACV expansion, FDE builds and platform adoption
- Report program impact through executive business reviews with actionable recommendations (accelerate/fix/invest) and quarterly GTM retrospectives identifying optimization opportunities and strategic pivots
- Continuously refine the motion based on field signals and customer outcomes
Benefits
- 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.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
