AVP, AMS Strategic Customer Engagements (Elevate)

AVP, AMS Strategic Customer Engagements (Elevate)

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

The AVP, AMS Strategic Customer Engagements (Elevate) will be a key leader in driving the company's long-term revenue growth through strategic, large-scale transactions. This role is responsible for the entire lifecycle of high-potential deals, from early-stage identification and strategic shaping to the smooth handoff to the execution team. You will lead a global team and partner with key stakeholders across the organization, ensuring every deal is strategically sound and positioned for success.

What You'll Do

• Lead and inspire a global team focused on complex and large deal strategy, development, and velocity.
• Drive demand for large and complex deals by identifying, shaping, and qualifying high-potential opportunities 12-18+ months out.
• Act as a central hub for cross-functional collaboration during the early pursuit phase, aligning on strategic sales messaging with teams such as Corporate Development, Strategic Finance, and Field Planning.
• Partner with the Office of the CEO, Corporate Strategy, and other key business functions to develop transformational deals.
• Active participation in C-Suite Engagements, Executive Briefing Center presentations, and ongoing client facing activities helping to shape customer initiatives.
• Orchestrate pipeline resources down to the area / geo levels to ensure effective monthly maturity and alignment across regions.
• Establish clear, documented deal qualification criteria, including sponsorship, budget, and risk posture.
• Ensure a seamless transition to the execution team, providing a comprehensive deal profile and clear context without duplicating ownership.
• Contribute to the creation of mega deal development playbooks and qualification frameworks to enable scalability and repeatability across the organization.
• Lead demand generation activities, collaborating with geo stakeholders to ensure consistency and alignment.

Qualifications

What You'll Bring

Experience & Expertise :

Skills & Attributes :

For positions in this location, we offer a base pay of $226,100 - $373,100, 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.