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Global Partner Sales Executive
2 months ago
ServiceNow is on the lookout for a Global Partner Sales Executive to become a vital part of our Global Partner Organization team.
This role presents a significant growth opportunity for a driven individual with exceptional leadership, sales, communication, and organizational abilities, who is enthusiastic about joining a rapidly expanding company.
At ServiceNow, we are dedicated to building a dynamic, world-class Global Partner Ecosystem aimed at achieving growth targets exceeding $16B.
Key Responsibilities
As a member of the Global Partner organization, your primary responsibility will be to generate new sales revenue through a designated set of partners.
The Global Partner Sales Executive - Cognizant AMS will offer specialized sales support to stimulate and secure new business sales revenue through a Service Provider 'sell-to' and 'sell-through' strategy.
This will involve strategic territory planning, account management, accurate forecasting, and utilizing effective business development techniques alongside field-based sales activities within the strategic partner framework, while engaging with the ServiceNow ecosystem to ensure successful revenue generation.
Collaboration and Growth
This role will require close collaboration with a distinguished group of Global Partner Leaders, Global/Regional partner teams, and Field Account Executives to drive a unified partnership program aimed at revenue growth and delivering an outstanding customer experience.
The ideal candidate will be equipped to adapt the ServiceNow Global Partner Organization's mission and transformational operating model principles to facilitate and accelerate growth towards the $16B target through the Service Provider Route to Market.
Primary Focus Areas
- Take ownership of and expand the Global Service Provider business, working closely with Global Partner Leaders and Regional Partner Managers across various regions.
- Meet and exceed global sales quotas with a designated set of partners on a quarterly and annual basis.
- Maintain communication with the global team and stakeholders regarding contract renewals and de-bookings.
- Manage the sales pipeline and processes, ensuring effective forecasting and opportunity closures.
- Educate Field Account Executives on the nuances of partnerships to empower informed customer decisions.
- Qualify, develop, and execute new sales opportunities and ongoing revenue streams.
- Tailor the ServiceNow value proposition to potential clients based on thorough research of their specific business conditions and drivers.
- Develop comprehensive joint go-to-market business plans with Global Partner Leaders, focusing on executive alignment, business planning, execution, and metrics-driven governance.
- Conduct initial product demonstrations and presentations tailored to prospects, emphasizing their business drivers and use cases.
- Manage ongoing accounts to ensure partner satisfaction and drive additional revenue streams.
- Serve as a trusted advisor to partners by understanding their current and future roadmaps to effectively drive ServiceNow solutions across various partner business units and the marketplace.
Additional Responsibilities
- Lead joint selling efforts and foster effective collaboration on deal-level strategies and tactics between sales and partners for both new and existing customers.
- Develop top-tier business plans with associated governance and executive sponsorship with partners, including committed targets and shared metrics.
- Address potential field conflicts and devise aligned approaches and resolutions at the executive level.
Qualifications
- Established operational relationships within the Global System Integrator community, particularly with Cognizant.
- Proven track record of consistently meeting and exceeding sales quotas.
- Strong strategic thinking capabilities, including analytical and financial planning skills to achieve and surpass goals.
- In-depth knowledge of Global System Integrators, Resellers, and Independent Software Vendors is essential.
- Ability to engage directly in the sales cycle on critical 'must-win' opportunities and facilitate joint engagement as necessary.
- A robust background in sales or alliance partnerships within the Cloud/SaaS sector, managing multi-million-dollar deals.
- Align, localize, and execute joint go-to-market strategies and multi-year regional business plans with identified partners, ensuring the development of compelling joint value propositions aligned with ServiceNow's primary workflows.
- Demonstrable success in achieving and exceeding targets while managing a select number of large accounts or alliance partners, ideally with a next-generation software company.
- Clearly defined joint go-to-market initiatives with key executive sponsors from both ServiceNow and partner organizations, including milestones and progress tracking metrics.
