ACE Development Director

ServiceNow•Santa Clara, CA

42d•Remote

About The Position

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. What you get to do in this role: Build global, strategic multi-year joint plans with Microsoft focused on Co-Sell & Co-Delivery with joint resources and other 3rd party alliances to Accelerate NOW-Microsoft Clients’ Digital Transformation Journey Enable & establish World Class joint engagement in the US Federal market in for joint NOW-Microsoft offerings with other key markets to follow Drive Alliance operational rigor and business review governance with ServiceNow and Microsoft senior leaders Reporting to the Director, US Federal Alliances & Channels Ecosystem, this individual will align to and work closely with relevant ServiceNow's US Federal sales team and industry ACE leadership to operationalize and regionalize the ServiceNow-Microsoft global multi-year plan for regional execution. This leader will assure the ACE global operating model principles, initiatives and programs are the foundation for our global relationship with Microsoft and also align with Microsoft’s Global ISV Strategic Alliance Portfolio. This individual will be responsible for joint selling, partner management & regional governance to enable and accelerate growth against prescribed ACE NNACV via ‘Sourced’ & ‘Influence’ revenue targets for Microsoft, as well as showcase wins. This leader will have cross functional engagement with field sales, solution sales specialists, pre-sales, and customer outcome services teams to drive accelerated pipeline expansion and growth via NOW’s platform and solutions and successful co-delivery in our targeted regulated market clients. The role will also work cross-functionally within ServiceNow and with top global delivery partners to execute on ‘3-way’ business plans including Microsoft, ServiceNow and designated GSI implementation partners. This is a high-profile position providing a significant platform for professional growth and business impact.

Requirements

Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry.
Strong understanding of Microsoft’s vision, product suites (especially Azure and their cloud strategy) and Microsoft’s leadership structure and sales model
Multi-year track record of proactively & successfully co-selling and co-delivering with MSFT in the US Federal vertical including established MSFT global & regional sales, technical & services executive relationship, as well as senior sales, technical & services relationships in the field.
Strong executive presence & track record of consistent quota attainment & over achievement
Ability to engage directly in the sales cycle on joint ‘must win’ pursuits/opportunities, as well as facilitate co-sell opportunities
Develop and execute joint GTM strategy and multi-year global business plans, as well as ensuring development of compelling joint GTM value propositions aligned to NOW’s Three Primary Workflows.
Develop and execute joint go-to-market initiatives with key NOW-Microsoft exec sponsors with milestone and progress tracking metrics & associated rigor to ‘inspect what we expect’
Align & leverage ACE global initiatives & programs to enable efficient and scalable processes (eg; Joint Pursuit Planning with Strategic Deal Registration), forecasting, compensation, training/enablement, and operational excellence.
The ideal candidate will have 10 plus years of prior global alliances leadership experience (Microsoft Joint GTM Alliance experience required) in Enterprise Software and/or Cloud Services (including Enterprise SaaS) driving partner revenue & accelerated growth with & through technology partners in collaboration with an enterprise sales force
Must be a team player that is goal-oriented and confident, with aptitude and desire to build high-performing teams. This individual must demonstrate an ability to get things done, manage multiple stakeholders both internally and externally, work in a true ‘east-west’ operating model with both direct line and dotted line team members, build consensus and resolve conflict in a highly collaborative manner
High level of communication skills, both written and verbal
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
Software industry domain expertise (preferably SaaS), and the ability to understand complex technology problems
Strong previous background in Partner Alliance Management
Strategic thinker, who is also execution oriented; ideally has experience driving cross functional programs or processes
Effective at building relationships (internally and with partners), collaborating, and influencing others; experience working with senior executives/ partners in cross-company projects
Strong communicator, able to convey complex ideas in a clear, concise manner both verbally and in writing; comfort in business and technical discussions
Self-starter who enjoys working in a fast-paced, collaborative, and high-growth environment
Strong team player who is also an independent thinker

Nice To Haves

Ideally someone with knowledge of US Federal SI’s and how to do business with them
Understanding of selling our platform to US Federal contractors who will purchase for their own internal use
US Government clearance preferred

Responsibilities

Create joint business plans including launch planning, enablement and co-marketing plans
Lead the effective collaboration of “deal level” tactics between ServiceNow sales teams and Microsoft at both new and existing customers to drive new logos & NNACV ‘Sourced-Influence’ revenue
Establish regional QBR governance with Microsoft in alignment with the ACE QBR cadence and rhythm
Implement the ‘5 Step Joint Engagement Model’ to align strategic joint pursuit/acct planning & co-selling/co-delivery between NOW field sales & Microsoft teams and joint delivery partners