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Global Partner Seller

2 months ago

Addison, Texas, United States ServiceNow Full time
Job Title: Global Partner Seller

ServiceNow is seeking a highly motivated and experienced Global Partner Seller to join our Global Partner Organization team. This role 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.

Job Summary

The Global Partner Seller will be responsible for generating net new sales revenue with a set of identified partners. 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.

Key Responsibilities
  • 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 APAC.
  • Achieve global sales quotas with set of identified partners on a quarterly and annual basis.
  • Interface to the global team and stakeholders in time zone including visibility of contracts renewal and de-bookings.
  • Pipeline management, sales process management including effective forecasting and opportunity closures.
  • 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.
  • Tailoring the ServiceNow value proposition to prospects based on in-depth research of specific business conditions and drivers.
  • Develop comprehensive joint go-to-market Business plans with the Global Partner Leaders leveraging all aspects of executive alignment, business planning, execution, and metrics-driven governance.
  • Arranging and conducting initial product demonstrations and presentations that are tailored to the prospect and focusing on their business drivers and use cases.
  • Ongoing account management to ensure partner satisfaction and to drive additional revenue streams.
  • Being 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 marketplace.
  • Building and maintaining relationships with key partner executives and decision makers
Requirements
  • Established operational relationships within the Global SI community, particularly with Cognizant.
  • 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 Global 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
  • Align, 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 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