Global Partner Manager

Company DescriptionAt 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 500xc2xae and we re proud to be one of FORTUNE 100 Best Companies to Work Forxc2xae and World s Most Admired Companiesxe2x84xa2 Learn more on and about their experiences working at ServiceNow Unsure if you meet all the qualifications of a job description but are deeply excited about the role We still encourage you to apply At ServiceNow we are committed to creating an inclusive environment where all voices are heard valued and respected We welcome all candidates including individuals from non-traditional varied backgrounds that might not come from a typical path connected to this role We believe skills and experience are transferrable and the desire to dream big makes for great candidates ServiceNow is currently seeking a Global Partner Manager GPM to join the Alliances and Channel Ecosystem ACE team to run one of our Largest Global Partnership with HCL in New Delhi with Global Responsibility This position is a high-profile growth opportunity that demands a highly motivated individual with strong leadership sales communications and organizational skills and is eager to learn and become part of a rapidly growing company At ServiceNow we are creating a vibrant world-class Global Partner Ecosystem to enable and accelerate growth to 16B As part of the Global Partner organization this role will have responsibilities for generating net new sales revenue with a one of our Elite Partner HCL across the Global markets The GPM -HCL will provide sales leadership to the Global Partner Management team to drive and generate new business sales revenue via sell-to sell with and sell through motion This will be achieved by territory planning account planning forecasting using business development techniques and field-based sales activities within HCL and engaging with the ServiceNow ecosystem to ensure success in generating revenue opportunities and effective management and closure of sales opportunities This qualified individual will also collaborate with a world class cohort of global-regional team of partner Alliance members and drive the unified partnership program to achieve License adoption and revenue growth and enhance our ability to deliver an exceptional customer experience This individual will possess the qualifications to adapt the ServiceNow Global Partner Organization mission transformational operating model principles to enable accelerate NOW growth to 16B with and through different Routes to Market What you get to do in this role Achieve sales quotas for allocated territory on a quarterly and annual basis Interface to the global team and stakeholders in time zone including visibility of contracts renewal and de-bookings Pipeline management and forecasting Align offerings and solutions with regional GTM and interlock with global GTM plans including solution and industry focus Educate Field AEs on differentiation of partnership so they can provide more informed decisions to customers Qualify develop and execute new sales opportunities and ongoing revenue streams Conduct in-depth research of HCL s needs business conditions and drivers across AMS EMEA and APAC to tailor the ServiceNow value proposition Support Prospect qualification development execution of new sales opportunities across various RTM Ability to accelerate License consumption and adaptable to challenging scenarios problem statements Help build the ServiceNow practice with HCL beyond Cloud and Infrastructure and help elevate their delivery capability matrix across Industry Solutions Leverage the global RTM segmentation and coverage model to include alignment and execution of the global Partner Program principles and guidelines in close collaboration with Global Partner Seller Regional ACE Leadership and SRAM s Develop comprehensive joint go-to-market Business plans with the HCL leveraging all aspects of executive alignment business planning execution and metrics-driven governance 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 HCL Develop world class business plans with associated QBR governance exec sponsorship with HCL to include committed targets shared metrics Manage potential conflicts and develop aligned approaches and resolutions at Executive levels Requirements Established operational relationships within the Global SI community HCL experience preferred 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 Align localize and execute joint GTM strategy and multi-year regional business plans with HCL as well as ensuring development of compelling JOINT GTM value propositions aligned to SN s Platform Story Demonstrable track record of achieving and exceeding targets whilst managing a small number of large accounts or alliance partners ideally with a next generation software company 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 QualificationsTo be successful in this role you have The ideal candidate will have 12 years of prior global alliances and partner sales including business development in Enterprise Software and or Cloud Services including Enterprise SaaS driving partner revenue accelerated growth with through SI-SP partners in collaboration with an enterprise sales force Proven skills building Go-to-market plans for Channel SI and partner organizations Successful industry experience working with the strategic systems integrators and service providers that utilize Software SaaS embedded in their Service Offerings Is goal-oriented and confident with aptitude and desire to work with high-performing team This individual must demonstrate an ability to operate in a highly collaborative environment and fosters a win as a team environment Diligent at measuring and communicating progress to achieve targeted business results identifying obstacles and associated remediation plans Experience and relationships with major SI s ISV s Managed Service Providers Value Added Resellers and experience with leading software Cloud SaaS organizations required Bachelor s degree and or MBA degree is a strong plus FD21Additional InformationServiceNow 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 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 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 Please Note Fraudulent job postings job scams are increasingly common to learn what to watch out for and how to protect yourself All genuine ServiceNow job postings can be found through the From Fortune xc2xa9 2022 Fortune Media IP Limited 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