- 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' 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 global partners to include committed targets & shared metrics.
- Manage potential roadmap conflicts and develop aligned approaches and resolutions at Executive levels.
- Align, localize and execute joint GTM strategy and multi-year regional business plans with targeted partners in the partner community, as well as ensuring development of compelling JOINT GTM value propositions aligned to NOW's 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'
- The ideal candidate will have 15+ 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 force.
- 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
- Proven skills building Go-to-market plans for channel and partner organizations.
- Preference for successful industry experience working with the strategic systems integrators and service providers that utilize Software/SaaS, embedded in their Service Offerings
- Must be a team player that is goal-oriented and confident, with aptitude and desire to work with high-performing teams. This individual must demonstrate an ability to operate in a highly collaborative environment
- Diligent at measuring and communicating progress to achieve targeted business results, identifying obstacles and associated remediation plans
- Past experience and relationships with major SI's, ISV's, Managed Service Providers, Value Added Resellers and experience with leading software, Cloud & SaaS organizations required
- Bachelor's degree and/or MBA degree is a strong plus
Dir, Alliances - Bengaluru, India - ServiceNow
Description
Company Description
At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can't wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you.
With more than 7,700+ customers, we serve approximately 85% of the Fortune 500, and we're proud to be one of FORTUNE 100 Best Companies to Work For and World's Most Admired Companies.
Learn more on and about their experiences working at ServiceNow.
Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.
Job Description
Primary focus
Achieve sales quotas for allocated territory on a quarterly and annual basis by:
· Own and grow the Global System Integrator business as the primary focus with a key focus on the APJ market.
· Interface to global team including manage APJ stakeholders in time zone including visibility of contracts renewal and de-bookings. Pipeline management and forecasting.
· Align offerings with regional GTM and interlock with Area GTM plans including solution and industry focus.
· Qualify, develop and execute new sales opportunities and ongoing revenue streams for prospects by developing relationships in the GSI community.
· Conduct in-depth research of partner needs, business conditions, and drivers in order to tailor the ServiceNow value proposition.
· Provide sales specialist support for partners 'Selling To' the Strategic Partner's CIO office to use ServiceNow for all internal purposes, as per the GPC mandate of ensuring strategic partners are adopting "Customer Zero" initiative.
· Support Prospect qualification, development & execution of new sales opportunities and help build the ServiceNow practice with the chosen Partners and help elevate their delivery capability matrix
· Develop and execute joint pursuit plans and transformation initiatives the Account Executives, GPC Partner Managers and Solution Consultants to create new sources of 'Client 0' revenue growth via two primary sales motions (Sell to IT & Design In for next gen IP based managed services) with and through a Service Provider delivery model.
· Develop comprehensive joint go-to-market Business plans with the managed SP partners leveraging all aspects of executive alignment, business planning, execution and metrics-driven governance
Additional Responsibilities:
Qualifications
Qualifications:
Additional Information
ServiceNow is an Equal Employment 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.
At ServiceNow, we lead with flexibility and trust in our distributed world of work. to learn about our work personas: flexible, remote and required-in-office.
If you require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at for assistance.
For positions requiring access to technical data subject to export control regulations, including Export Administration Regulations (EAR), ServiceNow may have to obtain export licensing approval from the Government for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by the Government.
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