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.

SUMMARY:

ServiceNow is committed to improving global productivity by creating more efficient workflows and business processes. As a Hyperscaler Solution Consultant, you will engage customers in exploring how ServiceNow collaborates with leading hyperscalers (AWS, Azure, GCP) to deliver integrated solutions, aligning technical capabilities and strategic goals across platforms. This customer-facing, presales overlay role partners with account executives, hyperscaler product management, and partner sales teams to help customers understand, plan, and realize the value of a cloud-enabled ServiceNow environment. Your ability to consult, influence, and build trust will be as important as your technical expertise.

Key Responsibilities:

• Partner with ServiceNow sales and alliances teams to drive customer cloud strategy and migration conversations across AWS, Azure, and GCP backends
• Act as a trusted advisor, helping customers navigate technical and organizational concerns with clarity and empathy
• Deliver clear, confident guidance on migration scope, impact, and benefits
• Educate customers on performance, reliability, integration continuity, and compliance implications of migrating to a hyperscaler
• Assist in positioning the value of hyperscaler marketplace procurement, where applicable
• Collaborate with external hyperscaler partners and internal alliances teams to ensure consistent messaging and customer alignment
• Stay informed on ServiceNow product architecture, typical customer configurations, and integration points
• Document and amplify repeatable best practices and customer insights as we scale our messaging to internal account teams impact

TO BE SUCCESSFUL IN THIS ROLE YOU HAVE:

• 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.
• Customer-Facing Presales & Consulting Skills:
• 5+ years in presales, solution consulting, or solution architect roles
• Proven ability to build trusted relationships with technical and non-technical stakeholder
• Strong communication, listening, and objection handling skills
• Comfortable navigating ambiguity and empathetically guiding customers through change
• Cloud Migration & Hyperscaler Fluency:
• Experience working with at least one major cloud provider (AWS, Azure, or GCP)
• High-level understanding of cloud infrastructure concepts: networking, availability zones, compliance, SLAs, etc.
• Familiarity with cloud marketplace procurement motions and co-sell partnerships is a plus
• Ability to explain the business and technical implications of moving software and services to a cloud backend
• ServiceNow Platform Awareness
• Hands-on experience with at least one ServiceNow product area (e.g., ITSM, ITOM, HRSD, SecOps)
• Understanding of common integrations (e.g., LDAP, CMDB, AD, MID Server) and how they might be affected during migration
• Ability to collaborate with ServiceNow architects and technical teams when deeper product expertise is needed
• Preferred (Not Required):
• Experience supporting customers in regulated or compliance-sensitive environments
• Exposure to cloud migration projects
• Familiarity with multi-cloud ecosystems and trade-offs between AWS, Azure, and GCP
• Experience with AI and LLM usage, integration, and implementation
• Travel, as required
  FD21
  For positions in this location, we offer a base pay of $120000 - $170000, 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.

Key Responsibilities:

• Partner with ServiceNow sales and alliances teams to drive customer cloud strategy and migration conversations across AWS, Azure, and GCP backends
• Act as a trusted advisor, helping customers navigate technical and organizational concerns with clarity and empathy
• Deliver clear, confident guidance on migration scope, impact, and benefits
• Educate customers on performance, reliability, integration continuity, and compliance implications of migrating to a hyperscaler
• Assist in positioning the value of hyperscaler marketplace procurement, where applicable
• Collaborate with external hyperscaler partners and internal alliances teams to ensure consistent messaging and customer alignment
• Stay informed on ServiceNow product architecture, typical customer configurations, and integration points
• Document and amplify repeatable best practices and customer insights as we scale our messaging to internal account teams impac