Senior Territory Partner Seller

5 days ago

Mumbai, Maharashtra, India ServiceNow Full time
Job Description

The ServiceNow Global Partners and Channels (GPC) Ecosystem organization is a strategic pillar and seen as the growth engine for the company. We are looking for a dynamic leader who thrives in a fast-paced working environment and who can play an integral role in managing ServiceNow relationships within our partners for the Enterprise South business.

Reporting to the GPC leader of India, you will be creating and managing executive relationships, strategic engagement, capability creation, domain IP solutions, market penetration, and capacity plus enablement across all other go-to-market functions within India. Ideally, you will be based in Mumbai, India.

A successful RPM enables cross collaboration between ServiceNow and a subset of our Enterprise alliance partners.

You will create and execute joint strategic plans and drive market development activities that ultimately accelerate ServiceNow license adoption and the partners Consulting, Implementation, and Managed Services revenue associated with the ServiceNow license. A large part of this role will include sourcing and influencing ServiceNow license revenue.

The ideal candidate will have significant experience operating at the senior executive levels (ideally leveraging existing relationships) whilst also having a solid understanding of the aligned partners' business model and organizational matrix. Prior experience in managing partners for the Enterprise vertical will be an added advantage. A high degree of business acumen is a must in this role with an ability to translate how the ServiceNow platform can enable the partners to add value to their customers whilst reducing their partners' risk and brand protection.

You will relate well not only to the partners but also to key internal ServiceNow stakeholders, which include sales and marketing management right through to the account sales and solution leads. Also, working closely with the ServiceNow sales organization, you will ensure ServiceNow and the Partners' capabilities enable high levels of customer adoption in the market.

Key Responsibilities
  • Develop and execute a joint business plan which drives all aspects of the partner relationship, including executive interlocks and cadence, solution and industry focus, and investment, business development, enablement, and certification plans, demand marketing, solution development, etc.
  • Present and promote the ServiceNow value proposition and its capabilities, leveraging your extended team as needed to enable the partner to build a profitable and sustainable ServiceNow business by understanding the value and investment payback.
  • Driving your partners to grow their investment in ServiceNow focuses on the three C's – Capacity, Capability, and Customer Success.
  • Be a Service line to the Sales organization, supporting and growing their partner influence business relative to their sales effort and objectives.
  • Achieve and exceed all business goals set in 2024/2025.
  • Manage all aspects of your partner relationship.
  • Source new opportunities for our sales team via your partner ecosystem and support them during the sales motion.
  • Develop and execute capacity plans to assure the partner is well-positioned to deliver successful customer implementations with high degrees of customer success and satisfaction (certifications, project experience, etc).
  • Collaborate with Marketing teams on both sides to build and execute joint demand generation plans (CxO Roundtables, Joint events, etc).
  • Support joint sales pursuit activities.
  • Develop and execute joint solution development plans with emphasis on targeting industry verticals and markets.
  • Provide regular communication and transparency to promote the success of the partnership both internal and external.
  • Lead regular business performance/relationship reviews with senior ServiceNow management.
  • Build and maintain activity and performance reports and dashboards.
  • Update the internal CRM system with activities and information as needed and aligned to senior management expectations.
  • Manage all MSP (Managed Services) opportunities for your partners, providing coverage for the ServiceNow account teams.
  • Act with integrity and respect for all.

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