Partner Acceleration Leader: Tax, Audit & Accounting

Job Description

The Global Partner Acceleration Lead: Tax, Audit and Accounting is a key member of the Global Partners & Channels and the Partner Acceleration organizations at ServiceNow. This position comes with the opportunity to play a pivotal role in creating and growing a high profile, strategic business initiative and driving lasting impact for ServiceNow. In this role, you will work closely with ServiceNow business leaders, product leaders, partner leaders and one or more Global System Integrators (SI)s in ServiceNow’s ecosystem to create and develop targeted partner business solutions for the office of the Chief Financial Officer (CFO). 

Job Description:

This role requires experience in Tax, Audit and Accounting business processes, a grounded point of view on how digital transformation can improve existing business process, and a vision of the art of the possible. You will serve as a key subject matter expert in these areas within the ServiceNow partner organization. In this role the successful candidate will leverage their extensive domain knowledge to develop and bring to market partner-created market offerings for the Tax, Audit and Accounting markets. S/he will be responsible for working with individual partner practices to set a strategy to address clients’ high priority business and operational challenges facing today’s CFOs. S/he will qualify and engage targeted partners, collaboratively develop and refine the joint go to market strategy, assist with customer use-case messaging, and develop communications to convey Partner and ServiceNow based solutions in the language of the business and the office of the CFO. 

This role is responsible for both strategy and business development. In addition to selected partners, s/he will closely align with our core product, solution, and industry account teams to seed and develop strategic sales opportunities based on the partner’s developed offerings. S/he will build trusted relationships with both ServiceNow sales, partner executives, and partner with sales leaders. This role is responsible for revenue growth for ServiceNow and our partners and owns responsibility for partners creating new pipeline opportunities.

The ideal candidate:

The ideal candidate is an influential thought leader, relationship builder and an intellectually curious individual who can drive strategy and develop trust with key stakeholders across both ServiceNow and our partners. S/he is also a highly skilled, motivated professional with functional experience in Tax, Audit, Accounting consulting or software to help build and scale our Tax, Audit and Accounting market development initiatives with our system integrator partners. The ideal candidate will have previous functional and organizational experience in these areas and have a deep understanding of the business imperatives and challenges within the office of the CFO. Ideally this candidate will also have consulting and/or market development experience at either a global consulting or related software company. In this role, s/he must excel at combining functional business expertise with go-to-market execution excellence to drive action and deliver results. The ideal candidate will also have superb communication, influence and leadership skills, high level of integrity, strong executive presence and a passion for winning as a team.

What you get to do in this role:

• In this US-based global role you will serve as a global leader and trusted advisor to ServiceNow’s top partners to identify and generate new business opportunities
• Your primary responsibility will be to identify, develop and manage a portfolio of partners that commit to bring to market new partner offerings that drive partner-sourced revenue
• You will evaluate and engage targeted ServiceNow partners to; identify, qualify, cultivate, launch, monetize, and scale partner go-to-market offerings
• You will own the leadership, governance and success of the joint offering go to market plan, and the overall partner offering maturity lifecycle
• You will plan for and achieve key metrics focused on partner created go-to-market offerings, new partner-created pipeline, partner-sourced revenue generation 
• You will work closely and collaboratively with the Global Partners and Channels (GPC) partner management teams in each geography to develop a revenue strategy for each geography
• Be a trusted advisor to the business unit and sales leadership and leader across the organization
• Manage accurate forecasting, business performance plans, and communications.
• Lead the effective collaboration between field sales and partners to execute “deal level” strategies & tactics with partners

Measure of success in the role:

Drive significant partner sourced revenue growth globally through jointly developed partner business offerings. Be recognized as a thought leader by the business units, sales, and partners. Be a champion of the partner go to market process. Meet quarterly and annual revenue objectives and strategic business goals.

Qualifications

To be successful in this role you have:

• This is not a general partner management role.  Only candidates with demonstrated experience and intimate knowledge of standard business practices and best practices in Tax, Audit and/or Accounting will be considered.
• The ideal candidate will have 7+ years’ experience with a Global Systems Integrator (GSI), enterprise software and/or enterprise SaaS company delivering Tax & Accounting industry specific solutions or a combination of both business and consulting experience
• Past experience and relationships with global system integrators, managed service providers, independent software vendors and experience with cloud & SaaS professional service organizations is required.
• Must be a team player that is goal-oriented and confident, with aptitude and desire to build and organize high-performing global virtual teams.
• Exceptional written and verbal communication skills – strategic, top down, concise
• Experience producing thought leadership content and communications for an international audience
• Ability to develop trusted advisor relationships with customers and sales organizations; demonstrated ability to advise and influence senior leaders, multiple teams / departments on strategy, messaging and customer engagement
• Resourceful, self-motivated and able to prioritize independently shifting workloads in a dynamic, high growth environment
• Agile business mind; adept ability to work in a matrix organization structure with a highly distributed team, leading through influence and relationship-building
• 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.
• Available to travel up to several times a quarter, potentially internationally
• Bachelor’s degree is 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 this location, we offer a base pay of 132,660 - 218,940, 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.