Global Partner Seller

3 weeks 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 strong leader with excellent sales, communications, and organizational skills.

About the Role

The Global Partner Seller will be responsible for generating net new sales revenue with a set of identified partners. This will involve territory planning, account planning, forecasting, and using business development techniques to drive sales growth. The successful candidate will also collaborate with Global Partner Leaders, Regional Partner Managers, and Field Account Executives to achieve revenue growth and enhance the customer experience.

Key Responsibilities
  • Own and grow the Global Service Provider business, aligned with Global Partner Leaders and Regional Partner Managers.
  • Achieve global sales quotas with set of identified partners on a quarterly and annual basis.
  • Interface with the global team and stakeholders, 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, qualify, develop, and execute new sales opportunities and ongoing revenue streams.
  • Tailor 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 Global Partner Leaders, leveraging executive alignment, business planning, execution, and metrics-driven governance.
  • Arrange and conduct initial product demonstrations and presentations tailored to the prospect and focusing on their business drivers and use cases.
  • Ongoing account management to ensure partner satisfaction and drive additional revenue streams.
  • Be the trusted advisor to the partner, understanding their existing and future partner roadmap to drive ServiceNow solutions within different partner BU's and the marketplace.
  • Build and maintain 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 while 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.'
Qualifications
  • The ideal candidate will have 10-12 years of prior global alliances and partner sales, 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.
  • Proven skills building Go-to-market plans for channel and partner organizations.
  • Successful industry experience working with the strategic systems integrators and service providers that utilize Software/SaaS, embedded in their Service Offerings.
  • 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 and/or MBA degree is a strong plus.
  • Preferred locations Dallas, Denver, or New Jersey.

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