Global Partner Seller

2 days ago

New York, New York, United States ServiceNow Full time
Job Description

This role is part of ServiceNow's Global Partner and Channels (GPC) organization, dedicated to enabling and accelerating rapid growth through our partner ecosystem. As a Global Partner Seller - Run (GPS-R), you will play a key role in managing an existing base of partner's managed service provider business on ServiceNow.

Key Responsibilities
  • Achieve Net New Sell-through (service provider and resell) sales quotas for allocated partner on a quarterly and annual basis
  • Interface with end customer account team and partner stakeholders across time zones to drive deal execution, including executing contracts renewal and managing de-bookings
  • Pipeline management, sales process management, including effective forecasting and opportunity closures
  • Driving end-to-end deal execution from order form creation, pricing, negotiation (supported by leadership) to signing the deal and proactively following up on any account receivables with respect to sell-through business with the partner
  • Arranging and conducting initial product demonstrations, EBCs, and presentations by collaborating with cross-functional teams (partner and field account) to drive prospecting and focusing on customers' business drivers and use cases along with the partner
  • Educate 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 streams
  • Ongoing account management to ensure partner satisfaction and to drive additional revenue streams underpinned by defined governance and QBR model
  • Become the trusted advisor to the partner by understanding their existing and future partner roadmap in IT managed services space with ServiceNow
  • Building and maintaining relationships with key partner executives and decision makers
  • Cross-sell and upsell in existing accounts and help expand Platform adoption
  • Manage potential field conflicts and develop aligned approaches and resolutions at Executive levels
  • Proactively manage renewals and true-ups by working closely with the end customer account team and the partner with an objective to drive upsell and cross-sell into the account
Requirements
  • The ideal candidate will have 5+ years of prior global alliances and partner sales experience, including business development in Enterprise Software and/or Cloud Services (including Enterprise SaaS) driving partner revenue and accelerated growth with and through SI-SP partners in collaboration with an enterprise sales force
  • Demonstrable track record of achieving and exceeding sales targets in sell-through motion (service provider/resell)
  • Commercially astute, experience in developing business case and ROI together with partner
  • Ability to understand the bigger picture and the partner's business drivers
  • Ability to build strong relationships at all levels of both the partner's organizations and internal ServiceNow Sales teams
  • 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 and fosters a win-as-a-team 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. MBA degree is a strong plus

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