AVP Hyperscalers AWS

Job Description

The Global Head of AWS Business is accountable for building and growing Service Now’s business with AWS. This leader will manage a team of quota‑carrying sellers focused on driving Net New ACV on AWS while working cross‑functionally with marketing, engineering, customer success, implementation partners, and AWS to deliver a profitable P&L in line with company targets. The role involves close alignment with core sales leadership and account teams, as well as AWS teams, to develop and close strategic opportunities based on Service Now on AWS solutions.

The incumbent builds trusted relationships with customer and partner executives, partners with sales leaders, and contributes significantly to revenue growth through top accounts and new logos. They serve as the primary point of contact for the global AWS business, engaging senior and C‑suite stakeholders to drive joint messaging and growth through joint innovation of Service Now and AWS solutions. The ideal candidate has experience driving successful co‑sell GTM engines, building profitable business units, and managing complex, multi‑faceted businesses with diverse stakeholders.

Key responsibilities include developing multi‑year strategies to penetrate local markets, supporting key account pursuits, maintaining a pulse on broader Service Now and Global Sales priorities, and advising on messaging, channels, and approaches to deliver the best solutions for customers.

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision‑making, or problem‑solving, including using AI‑powered tools, automating workflows, analyzing AI‑driven insights, or exploring AI’s potential impact on the function or industry.
• Established executive‑level relationships within the Service Provider executive community.
• Strong executive presence & track record of consistent quota attainment and over‑achievement.
• C‑suite relationship engagement and management.
• Knowledge of System Integrators, Resellers & Independent Software Vendors (must).
• Ability to engage directly in the sales cycle on joint ‘must‑win’ pursuits/opportunities and facilitate joint engagement as needed.
• Align, localize, and execute joint GTM strategy and multi‑year regional business plans with targeted partners in the SP partner community, ensuring development of compelling joint GTM value propositions aligned to Service Now’s core workflows and sales conversations.
• Clearly defined joint go‑to‑market initiatives with key partners, global exec sponsors, key milestones, and progress tracking metrics.
• Work with regions to align, localize, and execute the ACE global operating model with partner portfolio segmentation, regional sales, presales, enablement, and services governance for ongoing refinement.
• Align and leverage ACE global initiatives and programs to enable efficient and scalable processes (e.g., Joint Pursuit/Account Planning & Strategic Deal Registration), forecasting, compensation, training, and operational excellence.
• 15+ years of prior global alliances and channel sales experience, including enterprise software and/or cloud services, driving partner revenue and accelerated growth with SI‑SP partners in collaboration with an enterprise sales force.
• Proven skills building go‑to‑market plans for channel and partner organizations.
• Preference for industry experience working with strategic systems integrators and service providers that embed Software/SaaS into their service offerings.
• Team player who is goal‑oriented, confident, and demonstrates the ability to build high‑performing teams, build consensus, and resolve conflict collaboratively.
• Meticulous in measuring and communicating progress to achieve targeted business results, identifying obstacles, and applying remediation plans.
• Adaptable and flexible, thriving in a highly dynamic environment.
• Past experience and relationships with major SI’s, ISV’s, Managed Service Providers, Value‑Added Resellers, and experience with leading software, cloud, and SaaS organizations (required).
• In addition to Service Now leadership competencies, the ACE organization defines core and functional competencies aligned…