Senior Territory Partner Seller

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.

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 organisation you will ensure ServiceNow and the Partners capabilities enable high levels of customer adoption in the market.

What you get to do in this role: 

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 understand the value and investment payback.
• Driving your partners to grow their investment in ServiceNow focusses on the three C’s – Capacity, Capability and Customer Success.
• Be a Service line to the Sales organisation 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 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.

To be successful in this role you have:

• 12+ years of Alliances and Channels experience is required to be considered for this position.
• You must exhibit excellent business literacy and acumen with the ability to build and articulate joint business value whilst interfacing at the senior management and C-level with ease.
• Adept at moving quickly between low-level execution and high-level strategic thinking.
• You must be able to engage in the most strategic, whilst executing in the very tactical as needed.
• Superior relationship building skills across both internal and partner stakeholders creating win-win where possible.
•  Representing the brand and interests of ServiceNow is paramount.
•  Excellent executive communication and presentation skills.
•  Proven track record of exceeding business performance objectives.
•  Experience operating within the Enterprise software alliances or software   consulting market a plus.
•  Fast pace and high growth company experience a plus.
• High degree of business acumen with sales, marketing, and solution development – MBA or equivalent a plus.
• Capable of performing within a dynamic virtual team environment.
• Conflict resolution skills are essential

Experience:

• 12+ min years in managing partners in Software, Cloud, SaaS business
•  Proficient with Microsoft Office productivity tools.
•  Bachelor’s Degree or equivalent work experience. An MBA is a plus.

FD21

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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