What you get to do in this role:
The world of work is one of the most pressing issues that business leaders have on their mind and as the defining enterprise platform of the 21st century, ServiceNow is poised to be the platform of choice to tackle this critical imperative. But we will not do it without a robust partner ecosystem leading partner offerings and solutions and that’s exactly where this role comes into play. The Partner Acceleration Lead will join our Partner Acceleration team and the Global Partners and Channels (GPC) team that is at the forefront of driving ServiceNow’s growth to $15B and beyond.
The Partner Acceleration team has set a goal to drive profitable revenue through the identification and monetization of breakthrough Offerings with our broader partner ecosystem. The Partner Acceleration Lead for one or more Global SIs is an exciting role and accountable for collaboratively developing NOW’s partner Offerings strategy for one or more Global SI partners in the ServiceNow ecosystem, activation of partners, ownership of offerings and industries heat-map by geo/segment, assisting with partner engagement for Product Line ‘use cases’, ‘industry segment’ roadmaps, TAM and Partner ideas monetization scenarios with specific focus on development of new joint GTM business and commercial models with a designated partner across various workflows and industries that will scale to accelerate NOW growth to $15B+.
At a business level, you will be working with ServiceNow stakeholders and one or more Global SIs in ServiceNow’s ecosystem to create and execute against our most pressing Industry personas and business imperatives. As a result, the successful candidate will possess deep knowledge of working strategically with a partner across multiple industries, program management skills, ability to drive measurable outcomes with the partner and sales teams across both organizations (partner and ServiceNow), and should have a track record of demonstrated cross functional exec collaboration in a high-profile consulting/services/software organization that required securing consensus on key initiatives & priorities against targeted outcomes in a complex global high growth company. This individual will also need to be adept at internalizing the Global GPC mission & transformational op model principles to enable & accelerate NOW growth.
Primary focus:
• Help identify, ideate, cultivate, monetize and scale existing and new GTM motions and Industry offerings that fundamentally transform the world of work. We classify partner Offerings as opportunities for a partner’s thought leadership to be coupled with the ServiceNow platform to create something net new to drive implementation or managed service revenue for partners and license revenue for ServiceNow.
• Work closely and collaboratively with global & regional GPC staff and extended staff members to cross functionally align and vertically operationalize and localize the GPC global operating model principles, initiatives and programs leveraging the following three global-geo op model tenets.
• Segmentation/Coverage, GTM Alignment, QBRs & Governance with partner, as well as a consistent & predictable Joint GTM Engagement approach.
Additional Responsibilities:
• Drive measurable outcomes with the partner ecosystem through prioritized industry Offerings with one or more Global SIs - specifically offerings that address customer needs and drive revenue pipeline.
• Work strategically to identify new industry specific ‘use cases and solutions’ with one or more Global SIs partner and build the associated partner industry plan including joint GTM and marketing campaigns around key industry Offerings. This includes coordinating the successful execution of offerings launches with our broader GPC GTM teams to the global sales team.
• Lead the effective collaboration of “deal level” strategies & tactics between field sales and partners at both new and existing customers to drive new logos & NNACV ‘Sourced-Influence’ revenue.
• Drive tight cross functional alignment across key internal stakeholders such as our industry solutions team, product teams, GPC global and regional teams.
• Work collaboratively with partner execs along with the GPC leadership to jointly develop world class business plans with associated QBR governance & exec sponsorship to include committed targets & shared metrics.
Requirements:
• Professional experience and/or knowledge of standing up a GTM with SI partners across one or more Industry verticals.
• Strong network of industry SMEs in both partner and client environments.
• Ability to engage with partner in the sales cycle on joint ‘must win’ pursuits/opportunities, as well as facilitate co-sell & co-deliver opportunities with the partner.
• Strong business development experience and history of developing and executing partner go-to-market plans.
• Ability to align, localize and execute joint GTM strategy and multi-year business plans with targeted partners around industry Offerings with compelling joint GTM value propositions.
• 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’.
• Work with regions to align with field sales, presales, enablement & services governance to ensure regional leadership input and feedback for ongoing refinement
• Sales and Business Development mindset
To be successful in this role you have:
• The ideal candidate will have 5 to 7+ years experience with a Global Systems Integrator (GSI), Enterprise Software and/or Enterprise SaaS company enabling or driving industry specific solutions aligned to the ‘Digital Transformation Journey’ that drive revenue & accelerated growth.
• Solid background and domain expertise working directly in standing up GTM with a SI Partner for one or more industry verticals (Telco, Media, Tech, Banking, Insurance, Manufacturing, Retail, HealthCare, Life Sciences, Public Sector, etc.) is a key requirement for this role.
• Must be a team player that is goal-oriented and confident, with aptitude and desire to build high-performing teams. This individual must demonstrate an ability to get things done, build consensus and resolve conflict in a highly collaborative manner.
• Diligent at measuring and communicating progress to achieve targeted business results, identifying obstacles and associated remediation plans.
• The successful candidate will be adaptable and flexible, able to work and thrive in a highly dynamic environment.
• Past experience and relationships with Global System Integrators, Managed Service Providers, ISV software vendors and experience with Cloud & SaaS Professional Service organizations required.
• Bachelor’s degree a requirement.
Not sure if you meet every qualification? We still encourage you to apply! We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candidate!
For positions in California (outside of the Bay Area), we offer a base pay of $119,400 - $197,040, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs (subject to eligibility requirements). Compensation is based on the geographic location in which the role is located, and is subject to change based on work location. For individuals who will be working in the Bay Area, there is a pay enhancement for positions located in that geographical area; please contact your recruiter for additional information.
Work Personas
We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work. Learn more here.
Equal Opportunity Employer
ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.
Accommodations
We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance.
Export Control Regulations
For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.
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