Global Partner Manager

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What you get to do in this role:

The world of work is one of the most pressing issues that business leaders face today and, as the defining enterprise platform of the 21st century, ServiceNow is poised to be the platform of choice to tackle this critical imperative.

But we will not do it without close collaboration with our partners, developing joint value propositions and executing Go-To-Market (GTM) plans across key routes to market including Resale & Service Provider (SP).

The Global Partner Manager (GPM) is an exciting role and accountable for the overall alliance with a portfolio of partners. This position requires a highly motivated individual with strong sales, communications and organizational skills who is eager to learn and become part of a rapidly growing company.

The Global Partner Manager (GPM) will join our Global Partner Management team within the Alliance & Channel Ecosystem (ACE) group. This team is at the forefront of driving ServiceNow’s growth to $16B and beyond, working closely with the partner ecosystem. The Global Partner Management team is responsible for overall partner management, with particular focus on joint GTM, partner quality, SP and Resale activities across a portfolio of partners.

The GPM will generate and drive incremental revenue with and through their partners. Their goal is to drive to drive profitable revenue through managing a portfolio of GTM and SP initiatives. At a business level, you will be working with ServiceNow and Partner stakeholders to develop a common vision for joint GTM. You will position and advocate your partners’ capabilities at ServiceNow and ServiceNow capabilities with your partners, and jointly to customers. Demonstrated track record of generating net new revenue opportunities and effective management and closure of sales opportunities is highly desired.

The successful candidate will possess deep knowledge of partner practices, initiatives and priorities, good understanding of ServiceNow value proposition, excellent program management skills and ability to drive measurable outcomes.

This individual will also need to be adept at internalizing the global ServiceNow ACE mission and transformational operating model principles to enable & accelerate ServiceNow growth.

We provide competitive compensation, generous benefits, and a professional atmosphere. This is a very collaborative and inclusive work environment where individuals strong on aptitude and attitude will have an opportunity to grow their professional careers through working with some of the most advanced technology and talented developers in the business.

Primary focus:

• Alliance leadership role managing a portfolio of India-HQ’d, globally capable partners
• Achieve global sales quotas with partners on a quarterly and annual basis
• Develop comprehensive joint GTM business plans with each partner leveraging all aspects of executive alignment, business planning, execution, and metrics-driven governance
• Qualify, develop, and execute new sales opportunities and manage ongoing revenue streams. Pipeline management, sales process management including effective forecasting and deal closure.
• Drive awareness with ServiceNow Field AEs on differentiation of partners so they (AEs) can provide more informed recommendations to customers
• Ongoing account management to ensure Partner satisfaction and to drive additional revenue streams
• Become the trusted advisor to the Partners by understanding their existing and planned roadmap and capabilities and ability to drive the ServiceNow value proposition with customers
• Develop and maintain relationships with key Partner and ServiceNow executives and decision-makers

Requirements:

• Track record of consistent quota attainment and over-achievement
• Strong strategic thinking including analytical and financial planning skills to meet and exceed goals. Knowledge of Global System Integrators, Resellers & Independent Software Vendors landscape is a must.
• Proven skills building GTM plans for channel and partner organizations
• Ability to engage directly in the sales cycle on joint ‘must win’ pursuits/opportunities, as well as facilitate joint engagement as and when necessary

Qualifications:

• The ideal candidate will have 5-8 years of prior global alliances and partner sales experience
• Successful experience working with strategic systems integrators and service providers that utilize Software/SaaS embedded in their Service Offerings
• Goal-oriented and confident, with aptitude and desire to work with high-performing teams
• Demonstrate ability to operate in a highly collaborative environment and foster a “win as a team” environment
• Diligent at measuring and communicating progress to achieve targeted business results, identifying, and resolving challenges
• BA/BS degree or equivalent in business, engineering, technology, or related fields

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ServiceNow is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status or any other category protected by law.

At ServiceNow, we lead with flexibility and trust in our distributed world of work. Click here to learn about our work personas: flexible, remote and required-in-office.

If you require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at talent.acquisition@servicenow.com for assistance.

For positions requiring access to technical data subject to export control regulations, including Export Administration Regulations (EAR), ServiceNow may have to obtain export licensing approval from the U.S. Government for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by the U.S. Government.

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