Senior Manager

Summary

Join ServiceNow as a Strategic Customers - Global On-Premises (Elevate) Senior Manager and lead the strategy and management for critical On-Premises deals. Partner with Sales, GTM, and Finance functions to drive global revenue achievement. Own the reporting and forecasting process, drive GTM strategy for On-Prem deals, and scale operational improvements. Experience in regulated markets and understanding customer choices between cloud and on-premises data center strategies are crucial. You will design and implement scalable processes for pipeline tracking, forecasting, and revenue linearity. Surface and shape new commercial strategies tailored to key customer segments, and engage directly with sales teams to support high-value deals.

Requirements

• 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.)
• 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

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

Preferred Qualifications

• 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

Benefits

• Health plans, including flexible spending accounts
• A 401(k) Plan with company match
• ESPP
• Matching donations
• A flexible time away plan
• Family leave programs