Global Partner Manager, ServiceNow
Cloud-based digital workflows for enterprises
Be an early applicant
Cloud-based digital workflows for enterprises
1001+ employees
Be an early applicant
1001+ employees
Company mission
To transform IT to revolutionise the enterprise.
Role
Who you are
- 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
- 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
What the job involves
- 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
- 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
Our take
ServiceNow provides cloud-based solutions that define, structure, manage, and automate services for enterprise operations, transforming old, manual ways of working into modern digital workflows. The company was founded in 2004 with a vision to build a cloud-based platform that would enable regular people to route work effectively through the enterprise.
Much as Salesforce enables a company to manage its external clients by keeping a record of all contacts and interactions, ServiceNow promises an internal system to meet the needs of employees. It has succeeded in claiming half the market, setting itself apart from legacy IT service-management software players like BMC Software, Hewlett Packard Enterprise, Cherwell Software and CA Technologies.
The company's success comes from two product traits: simplicity and customisability. ServiceNow's IT tools don't require the IT department to set them up. Once running, they offer a single collection centre for requests, data points and checklists, all of which can in turn be analysed by algorithms to predict needs, flag concerns and measure efficiency.
The company has more than 7500 customers, including 80% of the Fortune 500 list of the United States' largest corporations. ServiceNow now looks to increase its revenue threefold in upcoming years and has entered into a 5-year partnership plan with Visa, beginning with the launch of a Visa-integrated dispute resolution solution for issuers. The company is prioritising organic growth over mergers and acquisitions, with a target revenue of $15 billion, something which its Visa partnership will no doubt aid in achieving.
Freddie
Company Specialist
Insights
Some candidates hear
back within 2 weeks
16% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Mar 2012
$11m
GROWTH EQUITY VC
Feb 2012
$17.9m
GROWTH EQUITY VC
Total funding: $83.8m
Company benefits
- Commuter benefits
- Annual learning stipends
- Work from home opportunities
- Generous family leave
- Matched donations
- Flexible PTO
- 401(k) matching
- Paid volunteer time
Company values
- Win as a team
- Innovate and execute
- Stay hungry and humble
- Deliver customer success
Company HQ
Santa Clara, CA
Articles
Leadership
Fred Luddy
(Chairman Of The Board)Previously Software Developer at Amdahl Corporation for 4 years and CTO at Peregrine Systems for 13 years.
Salary benchmarks
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Diversity, Equity & Inclusion at ServiceNow
- Enabling and empowering our people: We use rich learning programmes to equip employees with inclusive mindsets and skills, and we build equitable processes across our entire talent ecosystem
- Engaging our communities and allies: We make space to listen, share openly and engage in respectful dialogue. We extend into our communities through civic engagement, digital literacy and non‑profit support
- Building diverse talent and hiring inclusively: We grow stronger together by developing and advancing individual talent and by improving representation at all levels.
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