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Salary: USD 165,500 - 258,550 / annual
ServiceNow is seeking a Senior Product Marketing Manager to own the unified go-to-market narrative and positioning for its hyperscaler partnerships across Microsoft Azure, AWS, and Google Cloud. This role sits at the intersection of product marketing (positioning, messaging, proof points) and go-to-market execution (field enablement, deal support, pipeline contribution).
You will develop differentiated go-to-market narratives across all three hyperscalers, accounting for each partner's market position, competitive landscape, customer base, and go-to-market motion. You'll jointly run the hyperscaler relationship with partner managers, owning the narrative and assets while they own co-sell commitments and deals.
Key responsibilities include:
- Develop distinct value propositions and proof points by hyperscaler, crafting messaging, customer stories, competitive positioning, and persona-specific narratives (CIO/CISO, CFO) that resonate with each partner's buying process
- Lead co-innovation GTM plays end-to-end, partnering with product management and engineering to identify co-innovations and take them from concept through demo, field enablement, win/loss tracking, and pipeline attribution
- Build hyperscaler sales enablement and field marketing assets including First Call Decks, battlecards, technical demo flows, and one-pagers customized by hyperscaler
- Align sales, product, and partner teams on unified messaging to ensure ServiceNow field sellers and hyperscaler sales teams tell the same story to end customers
- Feed market intelligence into product planning, bringing hyperscaler customer behavior, competitive dynamics, and market whitespace to product steering conversations
- Represent marketing in customer engagements, acting as the go-to hyperscaler product and messaging expert in sales meetings, partner events, and strategic deals
The hyperscaler route to market is one of ServiceNow's primary growth vectors. This role connects product innovation to customer outcomes and pipeline through differentiated, partner-specific storytelling and field enablement. You will work closely with partner relationship managers, partner sales, and partner enablement teams to turn co-innovation into repeatable, revenue-driving plays. Up to 10% travel to support sales efforts and industry events is expected.
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 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
