[Hiring] Director, Alliance & Partner Sales @ServiceNow

Role Description

What you get to do in this role:

• Accountable leader with a strong Sales background to build and lead a global team of professional Account Executives and grow the business.
• Develop and execute plans or build and drive new revenue streams through Service Providers (SP) globally.
• Enable team to develop and execute joint pursuit plans with the SP Account Executives & SP Specialist and aligned global ACE Solutions consultants to create new sources of “Client 0” revenue growth via two primary sales motions (Sell to IT & Design In for the next gen IP based managed services) with and through a Service Provider delivery model.
• Create and develop a joint pursuit framework for Enterprise Account Executives to develop SP enabled strategies for their ‘Enterprise Segment’ clients to pursue new markets and new sources of innovation, thought leadership and revenue growth in conjunction with the ACE Global SC leader, Global SP Product leader, ACE Global SP Program leader.
• Attract, recruit, develop and retain top Service Provider Sales and Service Provider Sales Specialist talent.
• Develop comprehensive joint go-to-market plans and manage all aspects of executive alignment, business planning, execution and metrics-driven governance.
• Reporting to the Area Vice President, Global Alliances & Channel Ecosystem (ACE), this individual will partner closely with the Global Service Provider Program leader and Service Provider Product Management leader which is a strategic component of the ACE operating model and extended staff members to cross functionally align, operationalize and localize the ACE global operating model principles, initiatives and programs within the three regions leveraging the following three global-geo op model tenets: Partner Segmentation/Coverage, GTM Alignment & Governance, as well as a consistent & predictable Joint GTM Engagement approach.

Qualifications

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving.
• The ideal candidate will have 15 plus years of prior global alliances and channel sales including business development executive leadership experience in Enterprise Software and/or Cloud Services (including Enterprise SaaS) driving partner revenue & accelerated growth with & through SI-SP partners in collaboration with an enterprise sales force.
• Established executive level relationships within the Service Provider community and with key Strategic Technology Partners.
• Proven skills building Go-to-market plans for channel and partner organizations.
• Strong executive presence & track record of consistent quota attainment & over achievement.
• Successful development and drive of C-suite relationship engagement and management.
• Preference for successful industry experience working with the strategic systems integrators and service providers that utilize Software/SaaS embedded in their Service Offerings.
• 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, build consensus and resolve conflict in a highly collaborative manner.
• Knowledge of System Integrators, Resellers, Channel Sales, 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.
• 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.
• Past experience and relationships with major SI’s, ISV’s, Managed Service Providers, Value Added Resellers and experience with leading software, Cloud & SaaS organizations required.

Company Description

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.