About the position
The Territory Partner Manager manages relationships with our State and Local Government Partner Ecosystem across the Eastern US region. A large part of this role is to manage and nurture companies in the ServiceNow Partner ecosystem while also owning a strategy with partners to grow and mature their ServiceNow business and offerings, ultimately resulting in new sales opportunities and growth. The world of work is one of the most pressing issues that business leaders face today and, as the defining enterprise platform of the 21st century, ServiceNow is poised to be the platform of choice to tackle this critical imperative. But we will not do it without close collaboration with our partners, developing joint value proposition and executing GTM plans, and especially enabling partners, and that is exactly where this role comes into play. This is an exciting role that is accountable for the success of our SLED East territory partners. This position requires a highly motivated individual with strong sales, communications and organizational skills who is eager to learn and become part of a rapidly growing company and team. This team is at the forefront of driving ServiceNow’s growth to $15B and beyond, working closely with the partner ecosystem. The Territory Partner Management team is focused on the overall partner management and joint GTM and activities with a portfolio of partners. The successful candidate will possess deep knowledge of partner practices, initiatives and priorities, good understanding of ServiceNow value proposition, excellent program management skills and ability to drive measurable outcomes. This individual will also need to be adept at internalizing the global ServiceNow GPC mission and transformational operating model principles to enable & accelerate ServiceNow growth.
Responsibilities
- Qualify, develop, and execute new sales opportunities and manage ongoing revenue streams.
- Pipeline management, sales process management including effective forecasting and deal closure with Partners.
- Become the trusted advisor to the Partners by understanding their existing and planned roadmap and capabilities and ability to drive the ServiceNow value proposition with customers.
- Building Partner Practices through business plan development, account planning, partner expectation management, industry/regional/product focus.
- Planning for Success through Partner achievement target agreement, capacity planning, growth investment, points earning roadmap.
- Managing the ecosystem through readiness assessment scoring, milestone achievement by partner, roadmap sessions for success, regular ecosystem evaluations, tiering progress, acquisitions targets, health analysis, metrics reporting.
- Drive ecosystem governance through execution plans, reporting and dashboard preparation, global interlocks with other regions.
- Develop Standard Operating Procedures (Business Planning Guides, Enablement Journeys, etc.).
- Communicate partner programs' requirements and benefits across the ecosystem and encourage full adoption of ServiceNow’s Partner Program.
- Work with ServiceNow Partner Operations and Partner Enablement to ensure reporting and best practice is being accomplished.
- Develop partner business plans and roadmaps and conduct quarterly and bi-annual business reviews.
- Approximately 20% travel.
Requirements
- Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving.
- 5+ years of sales experience within software OR solutions sales organization.
- 3-5 years of prior closing sales experience.
- Knowledge of and experience working with service providers, system integrators, resellers, & independent software vendors landscape.
- Proven skills in building GTM plans for channel and partner organizations.
- Ability to engage directly in the sales cycle on joint ‘must-win’ pursuits/opportunities as well as facilitate joint engagement as and when necessary.
- Diligence in measuring and communicating progress to achieve targeted results, identifying obstacles and associated remediation plans.
Benefits
- Base pay of $82,140-127,320, plus equity (when applicable), variable/incentive compensation and benefits.
- Health plans, including flexible spending accounts.
- 401(k) Plan with company match.
- ESPP, matching donations.
- Flexible time away plan and family leave programs.
