Director, Global Partnerships

6 months ago

Bengaluru Karnataka, India ServiceNow Full time

**Company Description**
At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you.

With more than 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be one of FORTUNE 100 Best Companies to Work For® and World's Most Admired Companies.

Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

Primary focus

Achieve sales quotas for allocated territory on a quarterly and annual basis by:

- Develop comprehensive joint go-to-market Business plans with the global SI partners leveraging all aspects of executive alignment, business planning, execution and metrics-driven governance
- Qualify, develop and execute new sales opportunities and ongoing revenue streams for prospects by developing relationships in the GSI community.
- Interface with global teams including managing APJ stakeholders in time zone including visibility of contracts renewal and de-bookings, pipeline management and forecasting.
- Accelerate building partner offerings & solutions with an industry focus.
- Conduct in-depth research of partner needs, business conditions, and drivers in order to tailor the ServiceNow value proposition.
- Provide support for ‘Selling To’ the Strategic Partner’s CIO office to leverage ServiceNow for scaling “Customer Zero” initiative.
- Support Prospect qualification, development & execution of new sales opportunities.
- Strategize with partners to build a world class ServiceNow practice and help elevate their delivery capability matrix.
- Develop, execute joint pursuit plans and transformation initiatives with key client executives, GPC Partner Managers and Solution Consultants to create new sources of ‘Client 0’ revenue growth via two primary sales motions (Sell to IT & Design In for next-Gen IP based managed services) with and through a Service Provider delivery model.

Additional Responsibilities:

- This individual will be responsible for joint selling and lead the effective collaboration of “deal level” strategies & tactics between sales and partners at both new and existing customers to drive new logos & NNACV ‘Sourced-Influence’ revenue.
- Work strategically to identify new industry specific ‘use cases and solutions’ with key partners.
- Develop world class business plans with associated QBR governance & exec sponsorship with the targeted global partners to include committed targets & shared metrics.
- Align, localize and execute joint GTM strategy and multi-year regional business plans with targeted partners in the partner community, as well as ensuring development of compelling JOINT GTM value propositions aligned to NOW’s Primary Workflows
- Demonstrable track record of achieving and exceeding targets whilst managing a strategic portfolio of partnerships.
- Clearly defined joint go-to-market initiatives with key NOW-Partner global exec sponsors with key milestones and progress tracking metrics & associated rigor to ‘inspect what we expect.

**Qualifications**

Qualifications:

- Track record of consistent quota attainment & over achievement
- Strong strategic thinking including analytical and financial planning skills to meet and exceed quotas and goals. Knowledge of System Integrators, Resellers & Independent Software Vendors is a must
- Ability to engage directly in the sales cycle on joint ‘must win’ pursuits/opportunities, as well as facilitate joint engagement as and when necessary
- A strong background in sales or alliance partnerships gained within the Cloud/SaaS space, managing multi-million-dollar deals
- Proven skills building Go-to-market plans for channel and partner organizations.
- Preference for successful industry experience working with the strategic systems integrators and service providers that utilize Software/SaaS, embedded in their Service Offerings
- Must be a team player & a leader who is goal-oriented and confident, with aptitude and desire to work with high-performing teams. This individual must demonstrate an ability to operate in a highly collaborative environment
- Diligent at measuring and communicating progress to achieve targeted business results, identifying obstacles and associated remediation plans
- Past experience and relationships with major SI’s, Managed Service Providers, and experience with leading software, Cloud & SaaS organizations required
- Bachelor’s degree and/or MBA

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