Global Partner Manager, Leader

ServiceNow•Santa Clara, CA

About The Position

ServiceNow is currently seeking a Global Partner Manager (GPM) Leader to join the Global Partners and Channels (GPC) team to run one of our Largest Global Partnership with HCL across AMS, EMEA and APAC. 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. At ServiceNow, we are creating a vibrant, world-class Global Partner Ecosystem to enable and accelerate growth to $16B+. As part of the Global Partner organization, this role will have responsibilities for generating net new sales revenue and drive Global Strategy with a one of our Elite Partners, HCL across the Globe The GPM Leader-HCL will provide sales leadership to the Global Partner Management team to drive Strategy and execution 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 HCL 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 managers and drive the unified partnership program to achieve License adoption and revenue growth and enhance our ability to deliver an exceptional customer experience. The GPM Leader-HCL will close closely collaborate with the HCL Global Partner leader in India and work closely as 2 in a box. 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.

Requirements

Established operational relationships within the Global SI community. (HCL experience preferred) and should have managed a team.
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 AI/SaaS space, managing multi-million-dollar deals.
Align, localize, and execute joint GTM strategy and multi-year regional business plans with HCL, 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 AI/SaaS 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’.

Nice To Haves

The ideal candidate will have 12+ years of prior global alliances and partner sales including business development in Enterprise Software and/or AI&CRM 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 experiences working with the strategic systems integrators and service providers that utilize AI/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.
Bachelor’s degree and/or MBA degree is a strong plus.

Responsibilities

Align offerings and solutions with regional GTM and interlock with global GTM plans including solution and industry focus.
Formulate 360 business plan by working closely with various HCL Business units and aligning closely with HCL SN practice.
Educate Field AEs on differentiation of HCL 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 HCL’s needs, business conditions, and drivers across the Globe 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 HCL beyond Cloud and Infrastructure and help elevate their delivery capability matrix across Industry Solutions.
Leverage the global RTM segmentation and coverage model to include alignment and execution of the global Partner Program principles and guidelines (in close collaboration with Global Partner Seller, Regional GPC Leadership and GPL HCL).
Develop comprehensive joint go-to-market Business plans with the HCL leveraging all aspects of executive alignment, business planning, execution, and metrics-driven governance.
Achieve sales quotas for allocated Global Territory on a quarterly and annual basis. (Sourced and Sell Thru)
Interface to the global team and stakeholders in time zone including visibility of contracts renewal and de-bookings.
Pipeline management and forecasting.
This individual will be responsible for joint selling and lead the effective collaboration of “deal level” strategies & tactics between sales and partners at both new and existing customers to drive new logos & NNACV
Work strategically to identify new industry specific ‘use cases and solutions’ with HCL across AI & CRM
Develop world class business plans with associated QBR governance & exec sponsorship with HCL to include committed targets & shared metrics.
Manage potential conflicts and develop aligned approaches and resolutions at Executive levels.