Global Partner Manager

ServiceNow is currently seeking a Global Partner Manager (GPM) to join the Global Partners and Channels (GPC) team to work with one of our Largest Global Partnerships in the Americas. This position is a high-profile growth opportunity that demands a highly motivated individual with strong leadership, sales, communications, and organizational skills and is eager to learn and become part of a rapidly growing company.

At ServiceNow, we are creating a vibrant, world-class Global Partner Ecosystem to enable and accelerate growth to $16B+. As part of the Global Partner organization, this role will have responsibilities for generating net new sales revenue with one of our Elite Partners across the Americas and EMEA markets.

The GPM will provide sales leadership to the Global Partner Management team to drive and generate new business sales revenue via “sell-to”, “sell with” and “sell through” motion. This will be achieved by territory planning, account planning, forecasting, using business development techniques and field-based sales activities within our Partner and engaging with the ServiceNow ecosystem to ensure success in generating revenue opportunities and effective management and closure of sales opportunities. This qualified individual will also collaborate with a world-class cohort of global-regional team of partner Alliance members and drive the unified partnership program to achieve License adoption and revenue growth and enhance our ability to deliver an exceptional customer experience.

This individual will possess the qualifications to adapt the ServiceNow Global Partner Organization mission & transformational operating model principles to enable & accelerate NOW growth to $16B+ with and through different Routes to Market.

What you get to do in this role:

1. Achieve sales quotas for allocated Partner on a quarterly and annual basis by:
2. Developing a sales strategy in the allocated Partner account working closely with the Global Partner Seller
3. Prospect qualification, development and execution of new Service Provider opportunities and ongoing revenue streams
4. Tailoring the ServiceNow value proposition to partners based on Global partner Seller’s business plan
5. Own Dynamics Pipeline management, sales process management including effective forecasting and opportunity closure working closely with GPS
6. Arranging and conducting initial product demonstrations and presentations that are tailored to Partners and associated end customer accounts and focusing on their business drivers and use cases
7. Ongoing account management to ensure end customer satisfaction and to drive additional revenue streams by working closely with Partner sellers
8. Helping GPS on account-based license Swap by working closely with Deal Desk, Revenue and Partner
9. Driving net new opportunities based on account dynamics and collaborating closely with Field account managers to establish Governance and Cadence
10. Building and maintaining relationships with key executives and decision makers

Qualifications

To be successful in this role you have:

1. Demonstrable track record of achieving and exceeding sales targets whilst managing Partner business or Direct accounts in Enterprise and Commercial Space
2. New business sales focus within the Partner or Enterprise space
3. Previous sales experience gained within software or IT sales organization (ideally within the ITSM space), managing multimillion dollar deals
4. Demonstrable track record of displacing complex or legacy software
5. Previous SaaS sales experience highly desirable
6. Commercially astute, experience in developing business case and ROI together with Partner or Customer personnel
7. Ability to understand the “bigger picture” and the business drivers
8. Ability to articulate the value of solutions to prospects and customers and to leverage this to drive maximum revenue opportunity
9. Ability to build strong relationships at all levels of both prospect/customer organizations including C’ level and internally across the business
10. Ability to manage CRM, Build account plans and accurate Forecasting

For positions in this location, we offer a base pay of $114,540 to $189,000, plus equity (when applicable), variable/incentive compensation and benefits. Pre-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.

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!

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 globaltalentss@servicenow.com 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.