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Sales Operations Strategy and Planning Manager
Sales Operations Strategy and Planning ManagerServiceNow • Waltham, MA, US
Sales Operations Strategy and Planning Manager

Sales Operations Strategy and Planning Manager

ServiceNow • Waltham, MA, US
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Sales Operations Strategy and Planning Manager

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.

Job Description

What you get to do in this role :

We are seeking a highly motivated Senior Operations Strategy and Planning Manager to support our Hyperscaler Sales Organization. You will be joining a fast-paced, high-growth organization that is delivering against one of ServiceNow's biggest priorities.

In this role, you will :

  • Drive operational readiness of hyperscaler geographical and GTM program expansions

Be the Subject Matter Expert on hyperscaler sales operations in all transformation programs.

  • Own and drive hyperscaler sales 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.
  • Educate hyperscaler business operations managers on transformation impact to territories, targets, attainment, and compensation and ensure needed actions are taken.
  • Lead all operational annual planning activities for the hyperscaler sales organization

    • Collaborate with cross-functional planning team to understand, document, communicate and drive planning calendar and deliverables.

  • Coordinate annual planning across hyperscaler operations and ensure all deliverables are met correctly and on time.
  • Partner with Hyperscaler Sales Leaders, Business Operations Managers, and Analytics on sales territory analysis and design, compensation plan design, target setting and Headcount plans. Formulate and present recommendations to leadership.

    • Qualifications

    To be successful in this role you have :

  • 10+ years experience in a software Sales GTM organization, driving planning and business transformation programs.
  • Deep understanding of sales GTM motions and ecosystems : direct, channel, and hyperscaler marketplaces.
  • Proven experience in sales planning function : Territory and coverage design, sales compensation design, and target setting and attainment.
  • 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.
  • Expert Microsoft suite skills; PowerPoint, Word, Excel

    • For positions in this location, we offer a base pay of $131,300 - $229,800, 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.

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    Sales Manager • Waltham, MA, US

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