Global Partner Manager

Company Description

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

Job Description

What you get to do in this role: 

As a Global Partner Manager (GPM) at ServiceNow, you will play a critical role in growing, managing and enhancing our partnerships across a diverse portfolio of global partners. This exciting position within our Global Partner Management team, part of the Global Partnerships & Channels (GPC) team, offers a unique opportunity to drive ServiceNow’s growth towards $15B and beyond. You will collaborate closely with partners to develop joint value propositions and execute comprehensive Go-To-Market (GTM) plans, focusing on resale and Service Provider (SP) routes to market. 

Responsibilities:

- Global Partner Leadership: Lead and manage a portfolio of key global partners including but not limited to Dell, EPAM, TEKsystems, HP Enterprise, and Globant. Develop and maintain strong trusted advisor relationships with key partner executives and decision makers and develop mutual growth strategies. 

- Revenue Generation: Drive incremental, profitable, and sustainable revenue streams through a range of GTM initiatives across the resell and Service Provider routes to market. Achieve global sales quotas quarterly and annually. 

- Business Development: Develop and execute comprehensive joint GTM business plans with each partner, leveraging executive alignment, business planning, flawless execution, and rigorous data driven governance. 

- Sales Management: Qualify, develop, and execute new sales opportunities. Manage ongoing revenue streams through effective pipeline management, sales forecasting, negotiation, and deal closure. 

- Partner Advocacy: Position and advocate your partners’ capabilities across ServiceNow stakeholder groups and promote ServiceNow’s value proposition to your partners and joint customers. Drive awareness among ServiceNow Field AEs on the differentiation of partners to enable informed customer recommendations. 

- Account Management: Ensure ongoing partner satisfaction and drive additional revenue streams through continuous account management. Become a trusted advisor by understanding partners' growth initiatives and the relevance of ServiceNow to the partners success. 

Requirements:

• Experience: Demonstrated track record of consistent quota attainment, over-achievement, and generating new revenue opportunities. Proven skills in managing the sales process effectively, including engaging directly in the sales cycle for joint 'must-win' pursuits and facilitating joint engagement as needed. 
• Skills: Strong strategic thinking with excellent analytical and financial planning capabilities. Proficient in building Go-To-Market (GTM) plans for channel and partner organizations. Outstanding sales, communication, collaboration and organizational skills, coupled with exceptional program management abilities and a proven track record of driving measurable outcomes. 
• Knowledge: Deep understanding of Global System Integrators, Resellers, and Independent Software Vendors landscapes. Good knowledge of ServiceNow’s value proposition and transformational operating model principles. Adept at internalizing and promoting the global ServiceNow GPC mission and driving partner practices, initiatives, and priorities effectively. 

Qualifications

To be successful in this role you have: 

• 8-10 years of prior global partnerships and partner sales experience, with a proven track record of working successfully with strategic systems integrators and service providers that utilize Software/SaaS embedded in their service offerings. 
• Goal-oriented and confident, with a strong aptitude and desire to work with high-performing teams. Demonstrated ability to operate effectively in a highly collaborative environment, fostering a "win as a team" mindset. Diligent in measuring and communicating progress to achieve targeted business results, and adept at identifying and resolving challenges. 
• BA/BS degree or equivalent in business, engineering, technology, or related fields. 

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!