Partner Channel Director - ServiceNow

Rimini Street

8d•Remote

About The Position

Rimini Street, Inc. (Nasdaq: RMNI), a Russell 2000® Company, is a proven, trusted global provider of end-to-end, mission-critical enterprise software support, managed services and innovative Agentic AI ERP solutions, and is the leading third-party support provider for Oracle, SAP and VMware software. Our comprehensive portfolio of unified solutions help run, manage, support, customize, configure, connect, protect, monitor, and optimize enterprise application, database and technology software, enabling our clients to achieve better business outcomes, significantly reduce costs and reallocate resources towards strategic projects. The Company has signed thousands of contracts with Fortune Global 100, Fortune 500, midmarket, public sector and government organizations who selected Rimini Street as their trusted, proven mission-critical enterprise software solutions provider and achieved better operational outcomes, realized billions of US dollars in savings and funded AI and other innovation investments. We are actively seeking a Partner Channel Director - ServiceNow - reporting to GVP, Global Partners, Alliances and Channels. This is a remote position that can be based anywhere in the U.S. Position Summary We are seeking an experienced and highly collaborative Partner Channel Director to strengthen and accelerate our strategic alliance with ServiceNow. This role is responsible for driving joint pipeline growth, deepening executive alignment, and enabling field teams to maximize revenue opportunities across our joint portfolio. The ideal candidate brings strong partner management expertise working with ServiceNow, GTM strategy acumen, and a proven ability to work cross‑functionally to deliver scalable, repeatable partner-sourced growth.

Requirements

10+ years of experience in channel sales or partner management within software and/or services company.
Experience working with ServiceNow as a partner.
Experience working with ServiceNow sales teams.
Experience managing cross-functional teams and collaborating with marketing, product, and sales departments
Experience with CRM systems (e.g., Salesforce) and ServiceNow partner management tools.
Proven track record of developing and managing successful channel partner programs, including driving revenue growth through indirect sales channels.
Proven track record in channel sales management, particularly within the Partner ecosystem
Strong understanding of partner business models, partner ecosystems, and sales processes.
Exceptional relationship-building skills, with a demonstrated ability to foster and manage long-term strategic partnerships.
Excellent negotiation, communication, and presentation skills.
Strong analytical and problem-solving skills, with the ability to use data to drive decisions and strategy.
Ability to work cross-functionally and lead collaboratively across sales, marketing, and product teams.
Deep understanding of the value-added reseller model and how to leverage it for business growth
Strong sales acumen, including lead generation, negotiation, and closing techniques
Excellent communication and interpersonal skills to build strong relationships with partners
Ability to analyze sales data and identify opportunities for improvement
Technical knowledge of the company's product or service offerings
Bachelor’s degree in business, Marketing, or a related field (or equivalent experience)

Nice To Haves

Experience managing global or multi-region channel programs.
Familiarity with partner programs, certifications, and enablement initiatives.
Knowledge of specific verticals or industries relevant to the company’s solutions.

Responsibilities

Sales Strategy Development: Collaborate to develop joint sales strategies, including market segmentation, lead generation initiatives, and customized sales proposals to maximize market penetration.
Training and Enablement: Provide ongoing training and support Partner sales teams on product features, technical specifications, sales processes, and best practices to enhance their selling capabilities.
Marketing Collaboration: Work with the marketing team to develop co-branded marketing materials, campaigns, and events to promote the company's offerings through the Partner channel.
Deal Registration and Incentive Management: Manage partner incentive programs, including deal registration processes, to ensure Partner are properly rewarded for sales generated through their network.
Performance Monitoring and Reporting: Track key performance indicators (KPIs) such as sales revenue, lead generation, customer satisfaction, and partner engagement to measure the effectiveness of the Partner channel and identify areas for improvement.
Relationship Management: Build strong relationships with key decision-makers within Partner organizations to foster trust and collaboration.
Technical Support: Provide technical support and expertise to Partner on product implementation, troubleshooting, and customer inquiries.