ServiceNow’s Alliance and Channels Ecosystem (ACE) organization is leading the way to build intimate partner relationships that drive ServiceNow’s go-to-market (GTM), delight our customers, and fuel our unparalleled climb to $16B. We’re moving fast, and with this rapid scale and dynamic growth we’re hiring a Senior Manager, Partner Acceleration to focus on our Finance & Supply Chain business to unlock new market opportunities, accelerate partner sales and drive growth.
We are looking for a highly skilled and motivated alliance and channel professional to help build and scale our Finance & Supply Chain (FSC) business. This leader must be a self-starter with a consistent track record of building revenue generating partner initiatives in a fast-paced environment. They will have superb influence and leadership skills, high level of integrity, strong executive presence and communication skills, and a passion for winning as a team.
This position comes with the opportunity to play a pivotal role in growing a high profile, strategic business and driving lasting impact for the organization. The ideal candidate is a proven alliances and channel leader, relationship builder, and an intellectually curious individual who can develop trust with key leaders and stakeholders across the organization. The candidate must be able to combine market domain expertise with go-to-market execution excellence to drive action and deliver results.
What you get to do in this role:
In this US-based global role you will serve as a trusted advisor to ServiceNow’s top partners to identify and generate new business opportunities
Your primary responsibility will be to identify, develop and manage a portfolio of Partners that commit to bring to market new Finance & Supply Chain Offerings that drive partner-sourced revenue
You will evaluate and engage targeted ServiceNow partners to; identify, qualify, cultivate, launch, monetize, and scale Partner go-to-market Offerings
In partnership with the product business unit, you will create and execute the FSC partner development & channel growth strategy
You will own the leadership, governance and success of the joint Offering go to market plan, and the overall Partner Offering maturity lifecycle
Achieve key KPI's of partner created go-to-market Offerings, new partner-created pipeline, partner-sourced revenue generation
You will work closely and collaboratively with the Alliance and Channel Ecosystem (ACE) partner management teams in each geography to develop a revenue strategy for each Geo
Be a trusted advisor to the business unit and sales leadership and leader across the organization.
Manage accurate forecasting, business performance plans and communications.
Lead the effective collaboration between field sales and partners to execute “deal level” strategies & tactics
Measure of success in the role:
Drive significant growth in the Finance & Supply Chain business globally through jointly developed Partner business offerings. Be recognized as a thought leader by the business unit, sales, and partners. Be a champion of the Partner go to market process. Meet quarterly and annual revenue objectives and strategic business goals.
To be successful in this role, we need someone who has:
7+ years of professional experience in the technology industry including working with Global Systems Integrators, Enterprise Software technologies and/or Enterprise SaaS solutions - preferably in a sales, partner management and/or consulting role
Deep domain expertise selling Finance & Supply Chain business processes and solutions
Track record selling direct or indirect to Finance & Business stakeholders
Referenceable ability to build long term strategic, senior-level relationships
The ability and experience to engage and advise partners during the sales cycle for joint pursuits and sales opportunities
Demonstrated experience managing global partners through a joint go-to-market process.
Strong business development experience and history of developing and executing partner go-to-market plans.
Superior communication skills with superb ability to translate technology solutions into business outcomes
A winning, can do attitude, strong work ethic, humility and excellent team building communication and listening skills
Sales organization experience a definite plus
Bachelor’s degree is a requirement
ServiceNow is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status or any other category protected by law.
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