Sales Operations Strategy and Planning Manager

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.

Join us to put AI to work for people.

We are seeking a highly motivated Senior Sales Operations Strategy and Planning Manager to support our AWS, Azure, Google Cloud 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.

To be successful in this role you have

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For positions in this location, we offer a base pay of $139,900 - $218,551 , 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.

Responsibilities

Drive operational readiness of AWS, Azure, Google Cloud Sales geographical and GTM program expansions; Be the Subject Matter Expert on AWS, Azure, Google Cloud 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 AWS, Azure, Google Cloud 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 AWS, Azure, Google Cloud Sales operations and ensure all deliverables are met correctly and on time.

Requirements

Must have 8+ years experience in a software Sales GTM organization, driving sales planning and sales transformation programs.; Proven experience in sales planning function: Territory and coverage design, sales compensation design, and target setting and attainment.; Deep understanding of sales GTM motions and ecosystems: direct and channel, AWS, Azure, Google marketplaces sales motions a plus.; 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.