Sr Mgr, Built On Solutions GTM

ServiceNow•Waltham, MA

1d•Hybrid

About The Position

The Built on ServiceNow team is a strategic organization within ServiceNow’s Global Partnerships and Channel organization. The Built on ServiceNow team drives new market creation by combining the ServiceNow AI platform with our global Service Provider partner’s Business Process Services or product IP as-a-Service to co-create and GTM with cutting edge, differentiated solutions. We are seeking a results-driven team member to lead the go-to-market (GTM) team for Built On solutions. In this role, you will drive solution adoption by spearheading ServiceNow’s engagement in the planning and execution of a comprehensive GTM strategy. You will work closely with partner stakeholders as well as internal stakeholders across ServiceNow including Sales, Industry GTM, Product Management, Marketing, and others.

Requirements

10+ years in a partner/channel sales role – ideally in a B2B SaaS or enterprise software environment
Experienced people leader that has led teams and been accountable for a GTM function.
Track record of meeting or exceeding sales and partner sales revenue targets
Experience working at or with Managed Service Providers and/or Global Partners
Familiarity with sell-through partner motions
Strong collaboration skills - ability to liaise, build relationships with, and motivate individuals at all levels both internally and externally
Experience of working with organizations across multiple geographies / verticals
Ability to manage multiple projects simultaneously with attention to detail and focus on execution
Excellent communication and presentation skills
Willing and able to travel as necessary

Nice To Haves

Knowledge of the ServiceNow platform or ecosystem is beneficial but not required
Technical prowess and ability to represent the solution is a plus

Responsibilities

Lead a team of seasoned global GTM Partner Development Managers to drive GTM execution for built on solutions
Develop and execute a GTM plan for each Built on ServiceNow solution
Lead or support GTM workstreams per solution, including: Field engagement, alignment and execution, Partner target account planning and joint pipeline development, Sales strategy and play development, Sales enablement and training, Development of sales and marketing assets, Launch announcements and communications, Support of pipeline conversion and target accounts, Partner and/or industry events presence, Other co-marketing initiatives
Be the point person for any GTM activities for your partners’ Built on ServiceNow solutions – both externally and internally (e.g. pipeline reviews, QBRs, etc)
Align closely with internal ServiceNow teams including Industry GTM, outbound PM, Marketing, etc
Track and report on the progress of GTM initiatives, ensuring ongoing optimization and impact
Support business development and sales proposal workstreams for the Built on ServiceNow team