Senior Manager, Program Strategy - Elevate

ServiceNow•Waltham, MA

About The Position

ServiceNow makes work, work better for people. Our cloud-based enterprise platform and products streamline and simplify how work gets done. With more than 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be one of FORTUNE 100 Best Companies to Work For® and World's Most Admired Companies™. The Strategic Customer Engagements (Elevate) team focuses on driving high-impact strategies that support ServiceNow’s long-term revenue growth through larger and more complex transactions. The Complex Deal Strategies & Development team this role would be supporting works upstream from the sales cycle—shaping and qualifying strategic opportunities, codifying repeatable pursuit motions, and aligning cross-functional teams to accelerate our largest deals. One of our key focus areas is a strategic enterprise AI customer program, aimed at identifying and scaling AI-led pursuit plays across our most strategic global customers. As a Senior Manager, Program Strategy – Elevate you will own, design, and scale repeatable deal development motions that directly drive incremental revenue, pipeline creation, and platform adoption across our largest global accounts. This is a builder role, not a PMO role. You will create the motion, not simply coordinate it. This role offers high visibility and cross-functional collaboration across Sales, Industry, Value, Product, Engineering and Executive Customer Advocacy teams.

Requirements

12+ years of experience in strategy consulting, enterprise SaaS go-to-market, sales/sales operations, or strategic program management, ideally with exposure to software, corporate strategy, or business development.
2-3+ years Sales experience in a direct quota carrying role a plus
Bachelor’s or Master’s degree in Business, Engineering, IT, or a related discipline.
Strong business acumen and problem-solving skills; able to translate customer priorities into actionable commercial strategies.
Exceptional communication skills—capable of delivering concise executive summaries, slides, and stakeholder updates.
Proficient in Excel, PowerPoint, and common SaaS tools; experience with dashboards or reporting tools is a plus.
Demonstrated ability to manage cross-functional initiatives and influence stakeholders in fast-paced, matrixed environments.
Highly organized self-starter with strong time management, a growth mindset, and a collaborative, team-oriented approach.
Curiosity about AI and interest in shaping enterprise use cases—technical expertise not required but storytelling ability is valued.
Your superpower is strategically connecting the dots.
Has personally launched or scaled a new GTM motion or program in a tech sales organization
Comfortable operating with ambiguity and building structure from scratch
Earns trust quickly with frontline sellers and senior executives alike
Bias for action over perfection
Thrives in fast-paced, entrepreneurial environments with competing priorities
Known for getting things done, not just aligning stakeholders

Responsibilities

Strategic GTM Planning & Execution Develop and refine Now Next AI GTM strategy roadmap, positioning, and opportunity development, taking the motion from strategy through field adoption and measurable revenue impact
Identify growth opportunities and new GTM motions by analyzing market trends, competitive intelligence, and customer adoption patterns to prioritize white space expansion across departments, industries, and use cases
Stand up repeatable operating rhythms (quarterly GEO plans, pipeline reviews, field feedback loops) that translate strategy into action
Cross-Functional Stakeholder Management Lead cross-functional alignment across Sales, Product, Engineering, Industry, and Value teams to drive one unified AI platform story
Partner with Applied AI Field Deployment Engineering team on customer readiness assessments and establishing feedback loops from technical engagements to inform roadmap priorities and GTM playbook refinements
Break down silos and competing initiatives to create a single, prioritized field motion
Influence senior leaders (GEO VPs, Area leaders, product executives) to secure focus, resources, orchestrating unified AI Platform positioning and solidifying sponsorship
Field Enablement & Sales Methodology Equip sellers with simple, high-impact tools and narratives that win executive conversations
Provide white-glove support for strategic accounts with discovery coaching, account-specific AI opportunity assessments, value narrative development, executive presentation preparation, and win/loss retrospectives to extract insights and refine positioning approach
Program Analytics & Continuous Optimization Define success metrics tied to pipeline creation, win rates, ACV expansion, FDE builds and platform adoption
Report program impact through executive business reviews with actionable recommendations (accelerate/fix/invest) and quarterly GTM retrospectives identifying optimization opportunities and strategic pivots
Continuously refine the motion based on field signals and customer outcomes