Global Relationship Manager- Hyperscaler

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

Role Overview
At ServiceNow, we are building an AI-powered, partner-centric ecosystem designed to scale globally with the world’s leading hyperscalers. We are seeking a Global Relationship Manager to lead our strategic relationships across cloud partners. This individual will orchestrate global alignment, drive joint go-to-market execution, and ensure our partnership strategy delivers tangible business impact across markets, industries, and customer segments.

What You’ll Get To Do In This Role: 

• Global Strategic Alignment
  • Act as the single point of accountability for one or more hyperscaler partnerships, ensuring ServiceNow’s priorities are aligned with partner commitments, programs, and long-term strategy
• Joint GTM Execution
  • Co-create global GTM plays across solutions and industries (e.g., AI, security, regulated industries) and enable field teams to operationalize these programs at scale
• Marketplace & Co-Sell Integration
  • Lead adoption of hyperscaler marketplaces and co-sell processes globally, ensuring pipeline visibility, efficiency, and value realization
• Partner Governance & Investment
  • Manage global governance models, investment decisions, and performance scorecards; conduct quarterly and annual business reviews with partner executives
• Innovation & Co-Creation
  • ​​​​​​​Collaborate with partner engineering and product teams on co-innovation initiatives; ensure alignment with ServiceNow product roadmaps
• Regional Execution Support
  • ​​​​​​​Work closely with geo sales and partner leaders to cascade global strategy into actionable field execution
• Enablement & Capacity Building
  • Ensure partners have the certifications, capacity, and delivery readiness required to support customer migrations and innovation at scale
• Executive Engagement
  • ​​​​​​​Build and sustain trust with hyperscaler executives and ServiceNow leadership; manage escalations and foster long-term relationships
• Marketing & Advocacy
  • ​​​​​​​Partner with Marketing to launch joint campaigns, events, and customer stories that amplify the value of ServiceNow + Hyperscaler partnerships globally

Qualifications

• 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
• Extensive experience managing strategic global alliances or hyperscaler partnerships in enterprise software, SaaS, or cloud ecosystems
• Deep understanding of hyperscaler GTM motions, including cloud commits, marketplaces, and co-sell frameworks
• Strong cross-functional leadership skills; ability to align engineering, product, marketing, sales and operations around shared objectives
• Proven track record of negotiating and executing global programs with measurable business outcomes
• Exceptional executive presence, stakeholder management, and communication skills
• Willingness to travel globally (~30%)

For positions in this location, we offer a base pay of $146,000 - $200,000, 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