VP Hyperscalers

Employment Type: Full-time Location Type: Remote

Company Description

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

Position Overview

The VP Hyperscalers is accountable for growing and scaling ServiceNow’s business with all three Hyperscalers (MSFT, Google, and AWS). This leader will lead a team of quota-carrying sellers and Partner Managers focused on driving Net New ACV (NNACV) on the Hyperscalers. They will also work cross-functionally (i.e., operations, marketing, engineering/product, customer success & implementation partners) to deliver a profitable P&L in-line with company targets.

The VP will closely align with executive leadership, core sales leadership, and product leadership, as well as teams at each of the Hyperscalers, to:

• Develop strategic co-innovation opportunities.
• Support a scaled operational and sales model.
• Grow revenue based on ServiceNow on Hyperscaler.

This role involves building trusted relationships with customer and partner executives, partnering with sales leaders, and significantly contributing to revenue growth through both top accounts and new logos. The VP will serve as the main point of contact for the global Hyperscaler business, connecting with senior and C-suite stakeholders, driving joint messaging, and growth via joint innovation of ServiceNow and Hyperscaler solutions.

Responsibilities

• Lead a team of quota-carrying sellers and Partner Managers focused on driving NNACV on the Hyperscalers.
• Collaborate cross-functionally to deliver a profitable P&L aligned with company targets.
• Align with executive, sales, and product leadership, as well as Hyperscaler teams, on strategic initiatives.
• Build trusted advisor relationships with customer and partner executives.
• Drive revenue growth through key accounts and new customer acquisition.
• Act as the primary liaison for the global Hyperscaler business with senior stakeholders.
• Develop and execute strategies to penetrate markets and support key account pursuits.
• Maintain awareness of broader ServiceNow and Global Sales priorities, programs, and communications.
• Advise on optimal messaging, channels, and approaches for customer solutions.

Requirements

• Experience:
  • 15+ years of experience in enterprise software sales and sales and/or partner management.
  • Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI’s potential impact on the function or industry.
• Skills:
  • Exceptional written and verbal communication skills – strategic, top-down, concise.
  • Ability to develop trusted advisor relationships with customers and sales organizations.
  • Demonstrated ability to advise and influence senior leaders and multiple teams on strategy, messaging, and customer engagement.
  • Resourceful, self-motivated, and able to prioritize independently in a dynamic, high-growth environment.
  • Agile business mind; adept ability to work in a matrix organization structure with a highly distributed team, leading through influence and relationship-building.
  • Ability to achieve targets.

Ideal Candidate Profile

The ideal candidate brings relevant experience in:

• Leading global teams.
• Driving successful co-sell Go-To-Market (GTM) engines.
• Scaling Hyperscaler motions and operational models.
• Building profitable business units.
• Managing complex, multi-faceted businesses with a diverse set of stakeholders.

The candidate is expected to be hands-on, equally comfortable devising multi-year strategies and supporting key account pursuits. They thrive in a high-growth, fast-paced environment and can maintain a clear strategic vision while managing daily urgent requests. The ideal candidate is a high-energy, high-performing, relationship-building, and empathetic leader with a business-building mindset and exceptional communication skills.