AVP, Hyperscalers (AWS)

About the role

This leader will direct the global AWS business unit, focusing on expanding ServiceNow revenue through the AWS ecosystem. You will manage a team of quota-carrying sellers while collaborating across product, marketing, and engineering departments to execute a profitable P&L strategy. The role requires you to own the end-to-end commercial success of the AWS channel, translating market insights into actionable sales plans. You will be responsible for identifying and capitalizing on strategic growth vectors within the AWS landscape. Your leadership will ensure alignment between ServiceNow's value propositions and the specific workflows of our primary customer conversations. You will act as the critical bridge between our internal stakeholders and the external partner ecosystem. Success in this position will be defined by your ability to scale revenue while maintaining disciplined profitability.

Key facts

What you'll do

• Drive Net New ACV growth by managing strategic opportunities within the AWS channel.
• Cultivate and maintain relationships with C-suite stakeholders at both customer and partner organizations.
• Develop and implement multi-year regional business plans and joint go-to-market initiatives.
• Oversee the execution of the ACE global operating model, including partner portfolio segmentation and deal registration.
• Engage directly in high-stakes sales cycles to ensure successful outcomes.
• Align joint value propositions with the three primary workflows and six sales conversations of ServiceNow.
• Leverage AI integration to enhance workflows, decision-making, and complex problem-solving for strategic accounts.
• Provide expert guidance to System Integrators, Resellers, and Independent Software Vendors on commercial best practices.
• Analyze market trends and partner performance to optimize the service provider portfolio continuously.
• Serve as the primary escalation point for large-scale, cross-functional initiatives impacting the AWS hyperscaler segment.

Requirements

• Minimum 15 years of experience in global alliances, channel sales, and business development within Enterprise Software or Cloud Services.
• Proven track record of consistent quota attainment and executive-level relationship management.
• Deep knowledge of System Integrators, Resellers, and Independent Software Vendors.
• Experience building and managing profitable business units and complex multi-faceted organizations.
• Ability to integrate AI into workflows, decision-making, and problem-solving processes.
• Expertise in working with major SIs, ISVs, Managed Service Providers, and Value Added Resellers.
• Demonstrated success operating in a highly matrixed, global environment with ambiguous priorities.
• Exceptional written and verbal communication skills tailored to executive-level audiences.

Nice to have

• Prior success working with strategic systems integrators and service providers that embed SaaS into their service offerings.

Practical notes

• Base salary range: $233,160 - $384,720, plus equity, variable/incentive compensation, and benefits.
• Benefits include health plans, flexible spending accounts, 401(k) with company match, ESPP, matching donations, and family leave.
• Employment is contingent upon meeting U.S. export control regulation requirements where applicable.
• For application accommodations, contact globaltalentss@servicenow.com.

This position is based in Kirkland, Washington, and is a full-time opportunity. The successful candidate will report to the executive leadership team and be expected to travel internationally to engage with key partners and customers as required by the role. The compensation package is highly competitive and includes a base salary aligned with the specified range, equity grants, variable incentive compensation, and a comprehensive suite of benefits designed to support your well-being and professional growth. Health coverage options are extensive, providing flexibility for you and your dependents, while retirement planning is supported through a 401(k) plan with a company match. Additional perks include Stock Purchase Plan (ESPP) participation, charitable matching for donations, and generous family and medical leave policies. These elements are intended to attract and retain top-tier talent capable of driving significant business impact.

You will be responsible for developing and executing a strategic vision that leverages the AWS ecosystem to its fullest potential. This involves identifying new business opportunities, negotiating complex agreements, and ensuring that all commercial activities adhere to company standards and legal requirements. Your role will necessitate close collaboration with internal product teams to ensure that our offerings are positioned correctly within the cloud marketplace. You will work alongside marketing professionals to develop compelling narratives that resonate with our target audience of enterprise technology decision-makers. Engineering partners will rely on your feedback to prioritize features that enhance our value proposition in the cloud.

The day-to-day responsibilities include managing a portfolio of key accounts within the AWS partner network. You will be expected to forecast and pipeline manage with a high degree of accuracy, ensuring that the sales team is equipped with the insights needed to succeed. You will analyze deal structures and profitability to ensure that our partnerships remain sustainable and lucrative. This requires a deep understanding of financial modeling and the ability to interpret complex data sets. You will use these analyses to inform strategic decisions regarding resource allocation and investment in partner enablement.

Working with System Integrators and Managed Service Providers will be a core component of this role. You will need to navigate complex procurement processes and build consensus among diverse stakeholders. This requires a high level of diplomacy and negotiation skill. You will be the trusted advisor responsible for guiding these partners toward outcomes that benefit both their businesses and ServiceNow's objectives. Your ability to influence without direct authority will be paramount to your success.

The use of technology, particularly AI, is a critical enabler in this position. You will utilize advanced analytics to identify trends, predict sales outcomes, and optimize our go-to-market strategies. Integrating AI into your daily workflows will allow you to focus on high-value activities such as strategic planning and relationship building. You will be expected to champion the adoption of these tools across your team to drive efficiency and insight.

This is a leadership role that demands a high degree of ownership and accountability. You will be evaluated on your ability to deliver sustainable growth and build a high-performing team. The ideal candidate is a strategic thinker with operational excellence. You will thrive in a fast-paced environment and are comfortable making decisions with incomplete information. Your impact will be measured by the long-term success of the AWS business unit.