Company Description

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.

Job Description

ServiceNow is currently seeking a Global Partner Seller to join the Global Partner Organization team. 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 set of identified partners.

The Global Partner Seller will provide sales specialist support to drive and generate new business sales revenue in a Service Provider “sell-to” 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.

This qualified individual will also collaborate with a world class cohort of Global Partner Leaders, Global/Regional partner teams, Field AE’s and drive the unified partnership program to achieve 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 the Service Provider Route to Market.

Primary focus:

Own and grow the Global Service Provider business as the primary focus, aligned to work cohesively with the Global Partner Leaders and Regional Partner Managers/SRAM’s in AMS, EMEA and APACAchieve global sales quotas with set of identified partners on a quarterly and annual basisInterface to the global team and stakeholders in time zone including visibility of contracts renewal and de-bookingsPipeline management, sales process management including effective forecasting and opportunity closuresEducate 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 streamsTailoring the ServiceNow value proposition to prospects based on in-depth research of specific business conditions and driversDevelop comprehensive joint go-to-market Business plans with the Global Partner Leaders leveraging all aspects of executive alignment, business planning, execution, and metrics-driven governanceArranging and conducting initial product demonstrations and presentations that are tailored to the prospect and focusing on their business drivers and use casesOngoing account management to ensure partner satisfaction and to drive additional revenue streamsBeing the trusted advisor to the partner by understanding their existing and future partner road map to drive the ServiceNow solutions within different partner BU’s and the marketplaceBuilding and maintaining relationships with key partner executives and decision makers

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’ revenueDevelop world class business plans with associated QBR governance & exec sponsorship with the partner to include committed targets & shared metricsManage potential field conflicts and develop aligned approaches and resolutions at Executive levels

Requirements:

Established operational relationships within the Global SI communityTrack record of consistent quota attainment & over achievementStrong strategic thinking including analytical and financial planning skills to meet and exceed quotas and goals. Knowledge of Global System Integrators, Resellers & Independent Software Vendors is a mustAbility to engage directly in the sales cycle on joint ‘must win’ pursuits/opportunities, as well as facilitate joint engagement as and when necessaryA strong background in sales or alliance partnerships gained within the Cloud/SaaS space, managing multi-million-dollar dealsAlign, localize and execute joint GTM strategy and multi-year regional business plans with set of identified partners, as well as ensuring development of compelling JOINT GTM value propositions aligned to NOW’s Primary WorkflowsDemonstrable track record of achieving and exceeding targets whilst managing a small number of large accounts or alliance partners, ideally with a next generation software companyClearly 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

Qualifications

To be successful in this role you should have:  

The ideal candidate will have 10-12 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 forceProven skills building Go-To-Market plans for channel and partner organizationsSuccessful industry experience working with the strategic systems integrators and service providers that utilize Software/SaaS, embedded in their Service OfferingsIs goal-oriented and confident, with aptitude and desire to work with high-performing teamsThis individual must demonstrate an ability to operate in a highly collaborative environment and fosters a “win as a team” environmentDiligent at measuring and communicating progress to achieve targeted business results, identifying obstacles and associated remediation plansPast experience and relationships with major SI’s, ISV’s, Managed Service Providers, Value Added Resellers and experience with leading software, Cloud & SaaS organizations requiredBachelor’s degree and/or MBA degree is a strong plus

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!

Additional Information

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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