Strategic Partner Solutions Leader

3 weeks ago

Bengaluru, Karnataka, India ServiceNow Full time
Job Description

This role is part of ServiceNow's Global Partner and Channels (GPC) organization, committed to accelerating rapid growth through its partner ecosystem.

As a Global Partner Seller – Embedded (GPS-E), you will lead the sales efforts for large, embedded IT solutions in collaboration with ServiceNow's largest partners. Your ideal candidate will possess executive gravitas, a strategic mindset, and a proven track record of qualifying, creating, and selling comprehensive IT solutions, particularly in the managed services space.

Key Responsibilities:

  • Develop and execute a strategic sales plan to drive growth through existing and new large, embedded managed services solutions offered by partners.
  • Identify whitespace areas to penetrate ServiceNow as the de-facto platform in partner IP to drive wallet share expansion and TAM penetration.
  • Provide visionary leadership to shape partner executive thinking and achieve mutual long-term growth objectives via an embedded motion on ServiceNow.
  • Collaborate with partner executive leadership and targeted business unit owners to align on the long-term roadmap around managed services platforms/solutions.
  • Experience in identifying and evaluating potential opportunities for large Embedded pursuits and leading the journey from identification to launch and revenue realization with the partner.
  • Engage cross-functionally with pre-sales and BU verticals for opportunity discovery.

Large Embedded Solution Development & Sales

  • Oversee the entire sales cycle from identifying, qualifying to closing large complex deals, ensuring a consultative and solution-based sales approach.
  • Present and demonstrate solutions to partner C-level executives and decision-makers, articulating the value of ServiceNow and ROI.
  • Lead Partner EBCs by working closely with cross-functional teams, including workflow BU's, technical consultants, marketing, and enablement to showcase NOW capabilities around targeted use cases as part of the embedded solution/managed services roadmap.

GTM Commercial Models and Deal Execution

  • Collaborate internally across finance, deal desk, pricing, and other teams, and with the partner to define the deal construct, including unique commercial models (pricing and others), to establish deal commitment.
  • Coordinate with your partner to co-develop and bring innovative solutions to market, inclusive of solution identification, market potential, solution design, build, launch, and track success.
  • Rally a diverse team behind a common goal and lead without necessarily having reporting relationships with the cross-functional team involved.
  • Evaluate different pursuits like a VC and channelize investments of ServiceNow resources based on potential.
  • Deploy available resources creatively for maximizing revenue with an entrepreneurial or startup mindset.

Performance Management

  • Achieve sales targets and key performance indicators.
  • Monitor and report on sales performance, market trends, and customer feedback.
  • Continuously improve sales processes and strategies to enhance efficiency and effectiveness.
  • Identify new Embedded pursuits in unexplored units.

Qualifications

  • Demonstrable track record of achieving and exceeding sales targets, especially in managed services.
  • 12+ years of experience in IT sales with a focus on large, embedded solutions, and strategic partnerships in the GSI space.
  • Proven track record of aligning with partners to re-platform existing large managed services platforms on a SaaS solution.
  • Proven track record of successfully selling complex IT solutions to C-level executives and large enterprises.
  • Excellent communication, negotiation, and presentation skills.
  • Demonstrated ability to build and maintain relationships with strategic partners.
  • Deep understanding of IT markets, technologies, and trends.
  • Ability to travel as needed to meet with partners.

Experience That Will Help You Stand Out

  • Experience of consultative selling into BPO organizations and Platform or Product teams, within IT Services Majors like Infosys, Cognizant, Wipro, and TCS, while positioning at least one or two out of these four areas: Finance & Accounting, SCM, Procure 2 Pay, and HR Ops.
  • Ability to have convincing conversations with Senior executives in BPO organizations about the benefits of transforming their existing software assets, platforms, products, and SP assets to the ServiceNow platform.
  • Previous pre-sales experience engaging with BPO leadership in large SIs, and top-tier consulting partners.
  • Experience leading tech adoption, driving build motion, launching, and monetizing assets on software platforms or stacks.

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