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Global Partner Manager

2 months ago

Austin, United States ServiceNow Full time

Job Description

What you get to do in this role:

As a Global Partner Manager (GPM) at ServiceNow, you will play a critical role in growing, managing and enhancing our partnerships across a diverse portfolio of global partners. This exciting position within our Global Partner Management team, part of the Global Partnerships & Channels (GPC) team, offers a unique opportunity to drive ServiceNow’s growth towards $15B and beyond. You will collaborate closely with partners to develop joint value propositions and execute comprehensive Go-To-Market (GTM) plans, focusing on resale and Service Provider (SP) routes to market.

Responsibilities:

- Global Partner Leadership: Lead and manage a portfolio of key global partners including but not limited to Dell, EPAM, TEKsystems, HP Enterprise, and Globant. Develop and maintain strong trusted advisor relationships with key partner executives and decision makers and develop mutual growth strategies.

- Revenue Generation: Drive incremental, profitable, and sustainable revenue streams through a range of GTM initiatives across the resell and Service Provider routes to market. Achieve global sales quotas quarterly and annually.

- Business Development: Develop and execute comprehensive joint GTM business plans with each partner, leveraging executive alignment, business planning, flawless execution, and rigorous data driven governance.

- Sales Management: Qualify, develop, and execute new sales opportunities. Manage ongoing revenue streams through effective pipeline management, sales forecasting, negotiation, and deal closure.

- Partner Advocacy: Position and advocate your partners’ capabilities across ServiceNow stakeholder groups and promote ServiceNow’s value proposition to your partners and joint customers. Drive awareness among ServiceNow Field AEs on the differentiation of partners to enable informed customer recommendations.

- Account Management: Ensure ongoing partner satisfaction and drive additional revenue streams through continuous account management. Become a trusted advisor by understanding partners' growth initiatives and the relevance of ServiceNow to the partners success.

Requirements:

Experience: Demonstrated track record of consistent quota attainment, over-achievement, and generating new revenue opportunities. Proven skills in managing the sales process effectively, including engaging directly in the sales cycle for joint 'must-win' pursuits and facilitating joint engagement as needed.

Skills: Strong strategic thinking with excellent analytical and financial planning capabilities. Proficient in building Go-To-Market (GTM) plans for channel and partner organizations. Outstanding sales, communication, collaboration and organizational skills, coupled with exceptional program management abilities and a proven track record of driving measurable outcomes.

Knowledge: Deep understanding of Global System Integrators, Resellers, and Independent Software Vendors landscapes. Good knowledge of ServiceNow’s value proposition and transformational operating model principles. Adept at internalizing and promoting the global ServiceNow GPC mission and driving partner practices, initiatives, and priorities effectively.



Qualifications:
Qualifications

To be successful in this role you have:

8-10 years of prior global partnerships and partner sales experience, with a proven track record of working successfully with strategic systems integrators and service providers that utilize Software/SaaS embedded in their service offerings.

Goal-oriented and confident, with a strong aptitude and desire to work with high-performing teams. Demonstrated ability to operate effectively in a highly collaborative environment, fostering a "win as a team" mindset. Diligent in measuring and communicating progress to achieve targeted business results, and adept at identifying and resolving challenges.

BA/BS degree or equivalent in business, engineering, technology, or related fields.

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 talent.acquisition@servicenow.com 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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