Global On-Premises (Elevate) Senior Manager

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.

Job Description

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™. 

Reporting to the VP, Strategic Customers - Global Revenue Programs (Elevate), the Strategic Customers - Global On-Premises (Elevate) Senior Manager will be joining a broader team focused on driving high-impact global strategies that support ServiceNow’s long-term revenue growth and profitability through larger and more strategic transactions at scale.   

As the Strategic Customers - Global On-Premises (Elevate) Senior Manager, you will lead the strategy and management for critical On-Premises deals in partnership with other Sales, GTM, and Finance functions, driving revenue achievement at a global scale. The ideal candidate will own the reporting and forecasting process, drive GTM strategy for On-Prem deals, and scale operational improvements to maximize business impact. Experience navigating regulated markets and a deep understanding of customer considerations when choosing between cloud and on-premises data center strategies are key to success in this role. 

Priorities & Responsibilities 

Own On-Premises Revenue Management 

• Serve as the global point of contact over management of On-Premises revenue goals, partnering closely with sales leadership to manage against quarterly and annual targets. 

Establish and Operationalize Sales Processes 

• Design and implement scalable, repeatable processes for pipeline tracking, forecasting, health assessments, and revenue linearity across all GEOs 

• Continuously refine and scale operating mechanisms to support predictable On-Prem revenue attainment. 

Lead Ongoing Forecasting and Pipeline Management 

• Manage the ongoing end-to-end operating processes for On-Premises deals, ensuring accuracy, predictability, and consistency. 

• Partner with sales operations and regional teams to monitor pipeline coverage, conversion rates, and deal velocity. 

Identify, Develop, and Scale Strategic Revenue Plays 

• Surface and shape new commercial strategies tailored to key customer segments or market dynamics (e.g., regulated industries, hybrid cloud needs). 

• Pilot, operationalize, and scale high-impact motions that drive incremental On-Prem revenue, including playbooks, packaging, and pricing strategies. 

Drive Strategic Deal Support and Execution 

• Engage directly with sales teams and cross-functional partners to support execution of high-value, complex On-Prem deals. 

• Provide deal-level forecasting insight, commercial strategy input, and operational coordination to accelerate closing. 

• Act as a strategic advisor to sales leaders, enabling repeatable success in enterprise-scale On-Prem engagements. 

Partner Cross-Functionally to Enable Success 

• Collaborate with Finance, Product, Operations, and Digital Technology teams to align on data, systems, and commercial innovation that support revenue growth. 

• Serve as a central voice for On-Prem strategy within the broader go-to-market organization. 

Qualifications

To be successful in this role you have:

Qualifications 

Experience and Expertise 

• 7+ years in GTM Strategy/Planning or Sales Operations, ideally in SaaS or enterprise tech 

• Proven success in developing quota systems, pipeline modeling, and forecasting frameworks at global scale 

• Proven ability to design and implement new operating models that support quota achievement 

• Strong experience partnering with sales, finance, and product teams to set and scale GTM strategies 

• Expertise with BI/reporting tools (Dynamics 365, Power BI) and advanced Excel modeling skills 

• Familiarity w