Global Partner Seller

2 weeks ago

Santa Clara, California, 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 and Channels (GPC) organization. As a key member of our team, you will play a critical 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:
  • 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 & accelerated growth with & 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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