Associate Partner Manager

Company Description

At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you. 

With more than 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be one of FORTUNE 100 Best Companies to Work For® and World's Most Admired Companies™.

Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.

Job Description

We are looking for an individual who will help to define ServiceNow’s strategic partner ecosystem. The individual will identify, recommend, build, and execute strategic partnerships with ISVs that build apps and integrated offerings for sale and distribution through the ServiceNow Store. This individual will help uncover and create partnerships that provide ServiceNow a competitive advantage in the market by delivering expanded value to our end-customers. The ServiceNow Store team is instrumental in driving partner revenue as well as in influencing higher retention and expansion of ServiceNow ‘s homegrown solutions.

The ideal candidate will need to have at least 2+ years of experience selling or pitching technology partnerships.

Responsibilities:

• Assist in the execution of successful outbound motions to identify new ISV Partnership opportunities for the ServiceNow Appstore
• Successfully pitch the ServiceNow Partnership, platform and opportunities and create a path for new ISV solutions to enter the ServiceNow Partnership Ecosystem.
• Qualify each new partnership to understand likelihood of GTM execution and success
• Coordinate contractual agreements with the Partner Master Agreement
• Support the launch of new partnerships within the ecosystem who are capable of executing first partner deals within first quarter in market.
• Work strategically, cross-functionally with BUs, sales, marketing, operations, legal, solution consulting, and product teams to execute against ISV partner and organizational goal
• Evangelize the ServiceNow Technology Partnership Program

Qualifications

To be successful in this role you have:

•  2+ years of experience selling and pitching OEM, ISV, or direct enterprise software or enterprise SaaS solutions in large, complex environments
• Experience in driving strategic GTM conversations
• Ability to maintain a high level of planning and productivity, manage multiple competing priorities, and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative, and team-oriented environment
• Passion for partnering inside and outside of the organization with a proven track record of consistent overachievement of quota and revenue goals while establishing and maintaining partner satisfaction
• Ability to sell to C-Level and across Product and IT organizations
•  Interpersonal, communication, and leadership skills
• Ability to develop business use cases & requirements, while creating and managing strategic alliances
• Ability to sell both bundling an application and deployment of a platform
• Analytical skills enabling comprehension and synthesis of complex business and technical issues

For positions in California (outside of the Bay Area), we offer a base pay of $63,120 - $97,800, 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.