Sales Operations Strategy and Planning Manager

ServiceNow

Oregon

Hybrid

USD 140,000 - 219,000

Full time

6 days ago

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Benefits offered by this job

Health plans

Flexible spending accounts

401(k) Plan with company match

ESPP

Matching donations

Flexible time away plan

Family leave programs

Job summary

ServiceNow seeks a Senior Sales Operations Strategy and Planning Manager to support AWS, Azure, Google Cloud Sales. You will drive GTM expansions, own planning, and coordinate cross-functional efforts to ensure quota attainment and smooth sales cycles.

This role emphasizes program management, analytics, and clear communication across teams. You will collaborate with a fast-growing sales org, shape annual planning, and provide guidance on territory design, compensation, and headcount modeling in

Qualifications

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.

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.

Skills

Sales GTM experience

Territory design

Sales compensation design

GTM motions knowledge

Program management

Communication & leadership

Presentation skills

Analytical thinking

Ambiguity management

Cross-functional collaboration

Organizational skills

Job description

Company Description

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.

Job Description

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. In this role, you will:

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

Qualifications

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

Salary

JV20For 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.

health plans

flexible spending accounts

401(k) Plan with company match

ESPP

matching donations

flexible time away plan

family leave programs

Additional Information

Work PersonasWe approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here . To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

Equal Opportunity EmployerServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.

AccommodationsWe strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact for assistance.

Export Control RegulationsFor positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.

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