Description

Title: Area Vice President, Global Service Provider RTM & SP Sales
Position Reports to: Sr. Vice President, Global Alliances & Channel Ecosystem (ACE)Location: Santa Clara HQ or Major US City

The Role:

The Area Vice President, Global Service Provider (Route-to-Market) RTM & (Service Provider) SP Sales will be accountable for building and leading a world class global team of partner account executives (360 Sell to-through & Design In) on the Global 16 and Regional SP Sales Specialists covering 280+ managed SPs to secure targeted NNACV.  In addition, refine and operationalize a world class SP partner program that equips, enables and empowers our SP partners to accelerate growth with NOW. The qualified individual will need to be able to internalize the Global ACE mission & transformational op model principles and partner management system to enable & accelerate NOW growth to $10B+ with and through the Service Provider RTM partners.

This individual will play a key role in delivering on the ACE transformational vision: ‘Partner Success’ will be synonymous with ‘Customer Success’ in accelerating Digital Transformation & predictable Business Outcomes for NOW clients. 

Primary focus: 

• Accountable leader with a strong Sales background and general management  (GM) skills to build and lead the global-regional team to achieve the targeted annual SP RTM NNACV with a 35%+ CAGR over the next 3-5 years
• Align, execute & govern a ‘two in the box’ model on the targeted Global 16 partners who will represent 40%+ of NOW’s business at $10B+ in a tight & seamless collaboration with the G6 & G10 global alliance leaders
• Enable team to develop and execute joint pursuit plans with the G16 Global Alliance Directors & aligned global ACE Solution Consultants to create new sources of ‘Client 0’ revenue growth via two primary sales motions (Sell to IT & Design In for next gen IP based managed services) with and through a Service Provider delivery model
• Build, develop and establish a broader SP RTM coverage model for the other 280+ regional SPs to include development of clear SP Program principles and guidelines (in tight collaboration with the Global ACE SP Program leader and Regional ACE VPs) to effectively curate the on boarding, nurturing and off boarding of regional SP’s throughout the world.
• Create and establish an optimal regional ‘SP Specialist’ overlay coverage model for the Commercial Segment account executives in collaboration with the Regional ACE VPs and Global ACE PDC leader on the top 280+ SPs in the Enterprise & Commercial Segment
• Create and develop a joint pursuit framework for NOW 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 SP Sales and SP Sales Specialist talent
• Develop comprehensive joint go-to-market plans with the managed SP partners leveraging all aspects of executive alignment, business planning, execution and metrics-driven governance

Reporting to the Sr. Vice President, Global Alliances & Channel Ecosystem (ACE), this individual will partner closely with the ISV-Tech Alliances/Global Service Provider Program leader, as well as the Service Provider Product Management leader 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 pillars:  Partner Segmentation/Coverage, GTM Alignment & Governance, as well as a consistent & predictable Joint GTM Engagement approach. 

This individual will attract, recruit, develop & lead a team of highly experienced global service provider sales executives and SP Specialists for joint selling to enable and accelerate 360 growth against prescribed ACE ‘NNACV’ via ‘Sourced’ & ‘Influence’ revenue targets. This leader will be on point for cross functional (East-West) engagement with our regional ACE leaders to secure alignment in our Enterprise Segment accounts which will include the following key functions: Presales, Solution Specialists & Services teams. This is a high-profile position providing a significant platform for professional growth & business impact. 

Additional Responsibilities: 

• Execute the ACE transformation R&R ‘self-competency’ assessments to assess talent & skill gaps with associated HR change management plan
• Strong professional network and ensures diverse and inclusive best practices to attract & recruit top talent to key roles
• Lead the effective collaboration of “deal level” strategies & tactics between sales and partners at both new and existing customers to drive new logos & NNACV ‘Sourced-Influence’ revenue
• Work strategically to identify new industry specific ‘use cases and solutions’ with key partners
• Develop world class business plans with associated QBR governance & exec sponsorship with the ISV’s and Strategic Technology Alliance partners to include committed targets & shared metrics
• Manage potential roadmap conflicts and develop aligned approaches and resolutions at Executive levels
• Implement the ‘new ACE Joint Engagement Model’ to align strategic joint pursuit/account planning & co-selling between NOW field sales & Strategic Alliance client execs

Requirements:

• Established executive level relationships within the Service Provider executive community.
• Strong executive presence & track record of consistent quota attainment & over achievement
• C-suite relationship engagement and management
• Knowledge of System Integrators, Resellers & 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
• Align, localize and execute joint GTM strategy and multi-year regional business plans with targeted partners in the SP partner community, as well as ensuring development of compelling JOINT GTM value propositions aligned to NOW’s Three Primary Workflows & Six Sales Conversations
• Clearly defined joint go-to-market initiatives with key NOW-Partner global exec sponsors with key milestones and progress tracking metrics & associated rigor to ‘inspect what we expect’
• Work with regions to align, localize and execute the ACE global op model (including partner portfolio segmentation) with regional sales, presales, enablement & services governance to ensure regional leadership input and feedback for ongoing refinement
• Align & leverage ACE global initiatives & programs to enable efficient and scalable processes (eg; Joint Pursuit/Account Planning & Strategic Deal Registration), forecasting, compensation, training, and op excellence

Qualifications:

• 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.
• Proven skills building Go-to-market plans for channel and partner organizations.
• 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
• 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
• Bachelor’s degree a requirement, MBA and/or Technical undergraduate degree a strong plus

ACE Competencies:

In addition to our ServiceNow leadership competencies, the ACE organization has defined core and functional competencies that are aligned to the ACE operating model and provide the foundation of the framework, describing behaviors to be displayed by all ACE employees.

Core Competencies: 

• Ensures Accountability – Holds self and others accountable to meet commitments.
• Execution Focus – Consistently achieving results even under tough circumstances.
• Strategic Mindset – Seeing ahead to future possibilities and translating them into breakthrough strategies.

Functional Competencies for Partner Sales

• Communicates Effectively – Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.
• Situational Adaptability – Adapting approach and demeanor in real time to match the shifting demands of different situations.
• Manages Conflict – Handling conflict situations effectively with a minimum of noise.

We provide competitive compensation, generous benefits and a professional atmosphere. This is a very collaborative and inclusive work environment where individuals strong on aptitude and attitude will have an opportunity to grow their professional careers through working with some of the most advanced technology and talented developers in the business.