Global Partner Manager, ServiceNow
Cognizant AMS
$119.4-197k
Salary is benchmarked for Colorado only and may vary on further location. Plus equity (when applicable) and variable/incentive compensation
Cloud-based digital workflows for enterprises
Open for applications
Cloud-based digital workflows for enterprises
1001+ employees
Open for applications
$119.4-197k
Salary is benchmarked for Colorado only and may vary on further location. Plus equity (when applicable) and variable/incentive compensation
1001+ employees
Company mission
To transform IT to revolutionise the enterprise.
Role
Who you are
- The ideal candidate will have 12+ years of prior global alliances and partner sales 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
- Proven skills building Go-to-market plans for Channel, SI and partner organizations
- Successful industry experience working with the strategic systems integrators and service providers that utilize Software/SaaS, embedded in their Service Offerings
- 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
- Experience and relationships with major SI’s, ISV’s, Managed Service Providers, Value Added Resellers and experience with leading software, Cloud & SaaS organizations required
- Established operational relationships within the Global SI community. (Cognizant experience preferred)
- Track record of consistent quota attainment & over achievement
- Strong strategic thinking including analytical and financial planning skills to meet and exceed quotas and goals. Knowledge of System Integrators, Resellers & Independent Software Vendors is a must
- Ability to engage directly in the sales cycle on joint ‘must win’ pursuits/opportunities, as well as facilitate joint engagement as and when necessary
- A strong background in sales or alliance partnerships gained within the Cloud/SaaS space, managing multi-million-dollar deals
- Align, localize, and execute joint GTM strategy and multi-year regional business plans with Cognizant, as well as ensuring development of compelling joint GTM value propositions aligned to SN’s Platform Story
- Demonstrable track record of achieving and exceeding targets whilst managing a small number of large accounts or alliance partners, ideally with a next generation software company
- Clearly defined joint go-to-market initiatives with key NOW-Partner global exec sponsors with key milestones and progress tracking metrics & associated rigor to ‘inspect what we expect’
What the job involves
- Position Reports to: Global Partner Leader
- ServiceNow is currently seeking a Global Partner Manager (GPM) to join the Global Partners and Channels (GPC) team to run one of our Largest Global Partnership with Cognizant in 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
- The GPM -Cognizant 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 Cognizant 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
- Achieve sales quotas for allocated territory on a quarterly and annual basis
- Align offerings and solutions with regional GTM and interlock with global GTM plans including solution and industry focus
- 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
- Conduct in-depth research of Cognizant’s needs, business conditions, and drivers in Americas and EMEA to tailor the ServiceNow value proposition
- Support Prospect qualification, development & execution of new sales opportunities across various RTM
- Ability to accelerate License consumption and adaptable to challenging scenarios / problem statements
- Help build the ServiceNow practice with Cognizant beyond Cloud and Infrastructure and help elevate their delivery capability matrix across Industry Solutions
- Help Scale the ServiceNow business into key industry Verticals of Cognizant like BFSI, HC, Retail to name a few
- Help navigate the Horizontal Service Line structure and explore new avenues of business with EPS, SPE and BPS
- Leverage the global RTM segmentation and coverage model in AMS and EMEA to include alignment and execution of the global Partner Program principles and guidelines (in close collaboration with Global Partner Seller, Regional ACE Leadership and SRAM’s)
- Develop comprehensive joint go-to-market Business plans with the Cognizant in AMS and EMEA leveraging all aspects of executive alignment, business planning, execution, and metrics-driven governance
- Interface to the global team and stakeholders in time zone including visibility of contracts renewal and de-bookings. Pipeline management and forecasting
- Conduct Quarterly business review with Cognizant and SN leadership
- Drive Marketing plan along with ServiceNow and Cognizant Marketing Team
- Work strategically to identify new industry specific ‘use cases and solutions’ with Cognizant specific to AMS and EMEA
- Develop world class business plans with associated QBR governance & exec sponsorship with Cognizant to include committed targets & shared metrics
- Manage potential conflicts and develop aligned approaches and resolutions at Executive levels
- Drive and Manage Geo Partner Managers and Territory Partner Managers for seamless execution
- Run Global Pipeline calls , Bi-weekly Alliance Cadence call and Governance
- Ability to engage directly in the sales cycle on joint ‘must win’ pursuits/opportunities, as well as facilitate joint engagement as and when necessary
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 & 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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