Responsibilities

• Own unified hyperscaler GTM strategy and positioning – Develop differentiated go-to-market narratives across Microsoft Azure, AWS, and Google Cloud that account for each partner’s market, competitive position, customer base, and go-to-market motion. Each hyperscaler’s positioning is built, not templated.
• Jointly run the hyperscaler relationship – Own the narrative and assets while co-running the partner relationship with the hyperscaler partner managers.
• Develop distinct value propositions and proof points by hyperscaler – Craft messaging, customer stories, competitive positioning, and persona-specific narratives (CIO/CISO, CFO) that resonate with each partner’s buying process and use cases.
• Lead co-innovation GTM plays end-to-end – Partner with product management and engineering to identify co-innovations, then take each one from concept through demo, field enablement, win/loss tracking, and pipeline attribution. Build a repeatable model that scales across all three partners.
• Build hyperscaler sales enablement and field marketing – Create First Call Decks, battlecards, technical demo flows, and one-pagers for specific buying committees, customized by hyperscaler and built to win deals.
• Align sales, product, and partner teams on one narrative – Ensure ServiceNow field sellers and hyperscaler sales teams tell the same story to end customers; misalignment stalls deals.
• Feed market intelligence into product planning – Bring hyperscaler customer behavior, competitive dynamics, and market whitespace to product steering conversations. You inform the roadmap; Product Management owns the decisions.
• Represent marketing in customer engagements – Act as the go-to hyperscaler product and messaging expert in sales meetings, partner events, and strategic deals to help advance conversations and close business.

Requirements

• 7–10+ years in enterprise product marketing, product management, or sales engineering
• 4+ years working with enterprise software platforms; cloud / hyperscaler go-to-market experience required
• At least one shipped hyperscaler GTM motion, with a working understanding of cloud partner mechanics (co-sell, marketplace transactability, partner economics). Strong Azure or adjacent Microsoft ecosystem experience (Office 365, Dynamics, Teams) a plus
• Proven ability to build sales plays and enablement content grounded in seller and customer insights
• Expert, strategic storyteller who can craft simple, memorable narratives for both technical and executive audiences
• Track record of developing polished, C-suite-ready presentations and sales assets
• Demonstrated ability to influence and drive results across Product, Sales, Marketing, and Partner teams—shipping through influence, not authority
• Technical fluency with product roadmaps, cloud platform architectures, and customer technical buying conversations
• Excellent written and verbal communication skills; comfortable presenting to customers and executives
• Up to 10% travel to support sales efforts and industry events

Benefits

• For positions in this location, we offer a base pay of 165,500 - 258,550, 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.