Sr. Global Partner Leader

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

ServiceNow is currently seeking a Senior Global Partner Leader (GPL) to join the Alliances and Channel Ecosystem (ACE) team. At ServiceNow, we are creating a vibrant, world-class Global Partner Ecosystem to enable and accelerate growth to $15B+. As part of the ACE organization, this role will have responsibilities for generating revenue with a set of identified partners across the AMS, EMEA and APAC markets.

This senior leadership position is a high-profile growth opportunity for managing the Infosys global strategic relationship. This demands a highly motivated individual with strong sales, communications and organizational skills that is eager to learn and become part of a rapidly growing company.

The GPL will provide executive and global 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 the strategic partner 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 revenue growth and enhance our ability to deliver an exceptional customer experience.

What you get to do in this role:

• Build global, strategic multi-year joint plans with Partners focused on Co-Sell & Co-Delivery with joint resources and other 3rd party alliances to Accelerate NOW-Partner Clients’ Digital Transformation Journey
• Enable & establish World Class joint engagement for joint NOW-Partner offerings with other key markets to follow.
• Drive Alliance operational rigor and business review governance with ServiceNow and Partner senior leaders
• This individual will be responsible for joint selling, partner management & regional governance to enable and accelerate growth against prescribed ACE NNACV via ‘Sourced’ & ‘Influence’ revenue targets for Partner, as well as showcase wins.  This leader will have cross functional engagement with field sales, solution sales specialists, pre-sales, and customer outcome services teams to drive accelerated pipeline expansion and growth via NOW’s platform and solutions and successful co-delivery in our targeted regulated market clients.  The role will also work cross-functionally within ServiceNow and with top global delivery partners to execute on ‘3-way’ business plans including ServiceNow and designated GSI implementation partners. This is a high-profile position providing a significant platform for professional growth and business impact.   
• Create joint business plans including launch planning, enablement, and co-marketing plans.
• Lead the effective collaboration of “deal level” tactics between ServiceNow sales teams 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 partners to include committed targets & shared metrics.
• Manage potential roadmap conflicts and develop aligned approaches and resolutions at Executive levels.

To be successful in this role you have:

• Multi-year track record of proactively & successfully co-selling and co-delivering with Partners including established global & regional sales, technical & services executive relationship, as well as senior sales, technical & services relationships in the field.
• Strong executive presence & track record of consistent quota attainment & over achievement
• Ability to engage directly in the sales cycle on joint ‘must win’ pursuits/opportunities, as well as facilitate co-sell opportunities.
• Develop and execute joint GTM strategy and multi-year global business plans, as well as ensuring development of compelling joint GTM value propositions aligned to NOW’s Three Primary Workflows.
• Develop and execute joint go-to-market initiatives with key NOW-Partner exec sponsors with milestone and progress tracking metrics & associated rigor to ‘inspect what we expect’
• Align & leverage ACE global initiatives & programs to enable efficient and scalable processes (eg; Joint Pursuit Planning with Strategic Deal Registration), forecasting, compensation, training/enablement, and operational excellence.
• Must be a team player that is goal-oriented and confident, with aptitude and desire to build high-performing teams. This individual must demonstrate an ability to get things done, manage multiple stakeholders both internally and externally, work in a true ‘east-west’ operating model with both direct line and dotted line team members, build consensus and resolve conflict in a highly collaborative manner.
• Diligent at measuring and communicating progress to achieve targeted business results, identifying obstacles and associated remediation plans.
• The successful candidate will be adaptable and flexible, able to work and thrive in a highly dynamic environment.
• Software industry domain expertise (preferably SaaS), and the ability to understand complex technology problems.
• Strong previous background in Partner Alliance Management
• Effective at building relationships (internally and with partners), collaborating, and influencing others; experience working with senior executives/ partners in cross-company projects.
• Strong communicator, able to convey complex ideas in a clear, concise manner both verbally and in writing, comfort in business and technical discussions.
• Self-starter who enjoys working in a fast-paced, collaborative, and high-growth environment
• Strong team player who is also an independent thinker.

Additional Requirements:

• Established operational relationships within the Global SI community.
• 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, localise, and execute joint GTM strategy and multi-year regional business plans with targeted partners, as well as ensuring development of compelling JOINT GTM value propositions aligned to NOW’s Three Primary Workflows
• 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’.

JV20

Not sure if you meet every qualification? We still encourage you to apply! We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candidate!

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work. Learn more here.

Equal Opportunity Employer

ServiceNow is an equal 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. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements. 

Accommodations

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance. 

Export Control Regulations

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

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