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 AVP, AMS Strategic Customer Engagements (Elevate), the AMS Strategic Customer Engagements (Elevate) Technical Advisor will drive ServiceNow’s long-term revenue growth and profitability by leading the technical aspects of our largest and most strategic transactions across our Americas business. The ideal candidate will not only shape transformational solutions and architectures but also serve as a critical bridge between technical and commercial teams, ensuring alignment between technical requirements, commercial strategies, and deal outcomes.
Priorities & Responsibilities
Lead Technical Deal Strategy
Partner with the AMS Strategic Engagement Leads, Solution Consulting/Enterprise Architecture, and various internal teams to develop and execute the technical aspects of large strategic deals.
Collaborate directly with C-suite executives (CIO, CDO, CTO, etc.) to craft transformational strategies and architect bespoke solutions aligned with their business objectives.
Shape and articulate the technical vision for deals, ensuring seamless integration into the customer’s current and future technology landscape.
Bridge Technical and Commercial Requirements
Translate complex technical requirements into comprehensive bill of materials (BOM) that outline the necessary components, resources, and costs to execute proposed solutions
Work closely with commercial strategists to align technical specifications with financial models, pricing strategies, and deal structures.
Provide input on commercial levers—such as scope adjustments, phasing, and customizations—based on a deep understanding of technical dependencies and opportunities.
Orchestrating Solution Development and Technical Leadership
Structure, define and help drive the cross-platform execution by Solution Consulting/Enterprise Architecture of the design and presentation of high-level architectures and innovative solutions to meet complex customer needs.
Help oversee and support execution of proofs of concept (POCs), proofs of value (POVs), and technical demonstrations.
Collaborate and Influence
Work closely with the entire Elevate Strategic Engagement team, Sales, Inspire Value, and various critical GTM teams to ensure seamless execution and delivery.
Act as a trusted technical advisor to customers, advocating for their needs within the company.
Champion all collaborative, integrated GTM activities for our Strategic Accounts, including account planning sessions, strategic pursuits, WIN Forums, review cadences or other GTM activities
Drive/scale best practice sharing and serve as technical “go to” across the strategic engagements team (Elevate)
Qualifications
Experience and Expertise
10+ years of experience in roles such as Enterprise Architect, Solution Consultant, or Platform Architect, with 5+ years with experience working on the ServiceNow platform (either internally with ServiceNow or with a ServiceNow partner)
Demonstrated experience in large deal management or corporate strategy, including supporting complex transactions such as M&A, IP acquisitions, and revenue share models.
Proven ability to collaborate with corporate development, product, and engineering teams to align on product roadmaps, develop GTM or net new product integration strategies for strategic ventures and large deal pursuits.
Demonstrated ability to translate technical requirements into actionable bill of materials and commercial inputs for deal structuring.
Proven track record in leading end to end complex, high-value technology engagements at Fortune 500 or similarly scaled organizations.
Skills and Attributes
Exceptional breadth and depth of technical skill across the ServiceNow platform.
Exceptional communication and presentation skills, with the ability to simplify complex technical concepts for executive audiences.
Strong problem-solving skills, with a results-driven and innovative mindset.
Ability to lead and collaborate across diverse teams, both internally and externally.
Intrinsically curious about emerging technologies and their application in solving business challenges.
Strong financial acumen and ability to support deal teams with technical insights that drive optimal pricing and structuring strategies.
Demonstrated coaching and mentoring experience
Team player of unquestionable integrity, credibility, and character
Experience within a large organization; ability to quickly establish trust-based relationships internally to get support for customer sales objectives
Strong leadership, problem solving, and decision-making abilities
Ability to interface and negotiate with senior client executives
Excellent presentation and communication skills
Organizational and analytical skills
International work experience
Continuous improvement and growth mindset
Measure of success
Large & complex closed deals > $10M +
Customer Feedback & NPS
FD21
Not sure if you meet every qualification? We still encourage you to apply! We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candidate!
For positions in this location, we offer a base pay of $170,200 - $297,900, 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.
Additional Information
Work Personas
We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work. Learn more here.
Equal Opportunity Employer
ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.
Accommodations
We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact globaltalentss@servicenow.com for assistance.
Export Control Regulations
For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.
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