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

This role is part of ServiceNow’s Global Partner and Channels (GPC) organization, dedicated to enabling & accelerating rapid growth through NOW’s partner ecosystem. As a Global Partner Seller – Run (GPS-R), you will play a key role in managing an existing base of partner’s managed service provider business on ServiceNow. This position is a sales role that demands a highly motivated individual with strong sales, communications, and organizational skills that is eager to learn and become part of a rapidly growing company.

The Global Partner Seller will manage an existing sell-through revenue base with a designated/dedicated partner to ensure healthy growth in those accounts while also driving new opportunities that is led by the partner. This will be achieved by account planning, forecasting, using business development techniques and field-based sales activities.

Critical to this role:

Achieve Net New Sell-through (service provider and resell) sales quotas for allocated partner on a quarterly and annual basis
Interface with end customer account team and partner stakeholders across time zones to drive deal execution including executing contracts renewal and managing de-bookings.
Pipeline management, sales process management including effective forecasting and opportunity closures.
Driving end to end deal execution from order form creation, pricing, negotiation (supported by leadership) to signing the deal and proactively following up on any account receivables with respect to sell-through business with the partner.
Arranging and conducting initial product demonstrations, EBCs, and presentations by collaborating with cross-functional teams (partner and field account) to drive prospecting and focusing on customers’ business drivers and use cases along with the partner.
Educate Field AEs on differentiation of partnership so they can provide more informed decisions to customers. Qualify, develop, and execute new sales opportunities and ongoing revenue streams.
Ongoing account management to ensure partner satisfaction and to drive additional revenue streams underpinned by defined governance and QBR model.
Become the trusted advisor to the partner by understanding their existing and future partner road map in IT managed services space with ServiceNow
Building and maintaining relationships with key partner executives and decision makers
Cross-sell and upsell in existing accounts and help expand Platform adoption.
Manage potential field conflicts and develop aligned approaches and resolutions at Executive levels.
Proactively manage renewals and true ups by working closely with the end customer account team and the partner with an objective to drive upsell and cross-sell into the account.

Qualifications

In order to be successful in this role, we need someone who has:

The ideal candidate will have 5+ years of prior global alliances and partner sales experience 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.
Demonstrable track record of achieving and exceeding sales targets in sell-through motion (service provider/resell)
Commercially astute, experience in developing business case and ROI together with partner.
Ability to understand the “bigger picture” and the partners business drivers
Ability to build strong relationships at all levels of both the partners organizations and internal ServiceNow Sales teams
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. MBA degree is a strong plus

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 $122,950 - $202,850, 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.