The Director, Alliances Enterprise & Vertical Markets  will be accountable to create a vibrant, world-class Alliances & Channel Ecosystem (ACE) that aligns to the Americas ACE mission & transformational operating model principles. With the objective of helping to enable & accelerate NOW growth to $10B and beyond.

This individual will play a key role in delivering on the ACE transformational vision: ‘Partner Success’ is synonymous with ‘Customer Success’ in accelerating Digital Transformation & predictable Business Outcomes for US Enterprise & Vertical Market Alliances & Channels Ecosystem.

Primary focus: 

• Implement and accelerate the Partner go to market strategy within the Enterprise & Vertical Market context.
• Regionalize multi-year joint plans focused on Co-Sell & Co-Delivery to accelerate our joint Clients’ Digital Transformation Journey.
• Enable & establish World Class Delivery Capability, Capacity & Competency by NOW Product Line.
• Accelerate Services innovation in targeted industries via compelling ‘Use Cases’.
• Drive Alliance operational rigor, consistency and business review governance with ServiceNow and senior partner stakeholders.
• Lead, motivate and develop the Enterprise & Vertical Market Alliance Managers aligned to our most strategic partners.

Reporting to the Vice President, AMS Alliances & Channel Ecosystems

 this individual will align to and work closely with ServiceNow's leadership and sales organization.  This role requires a strategic and collaborative mindset.  The individual will work closely with field sales, solution sales, global alliances teams, partner programs and operations. With a remit to lead a cohesive Enterprise & Vertical Market go to market plan. This leader will assure the ACE global operating model principles, initiatives and programs are the foundation for our Alliances go to maket strategy.

This individual will lead the Enterprise & Vertical Market based, highly experienced Alliance Manager resources, responsible for joint selling, partner management & regional governance to enable and accelerate growth against prescribed ACE ‘NNACV’ via ‘Sourced’ & ‘Influence’ revenue targets.  This leader will have cross functional engagement with field sales, product line specialists, pre-sales, and customer outcome services teams to drive accelerated pipeline expansion and growth via NOW’s platform & solutions and successful co-delivery.  This is a high profile executive position providing a significant platform for professional growth & business impact.  

Additional Responsibilities: 

• Manage a team of vertically aligned Alliance Managers that execute partner business plans.
• Manage all facets of our joint GTM motion with our Enterprise & Vertical Market Alliances & to include Service Provider, Resell, Distribution and Business Consulting.
• Lead the effective collaboration of “deal level” tactics between sales and our Alliance partners at existing customers and driving new logos & NNACV ‘Sourced-Influence’ revenue.
• Work strategically to plan and build a balanced capacity plan to support NOW sales growth across Enterprise & Vertical Market, including new industry specific ‘use cases and solutions’ that provide rich sources of IP monetization.
• Establish regional QBR and Alliances Plan governance in alignment with the ACE QBR cadence and rhythm.
• Execute the ‘5 Step Joint Engagement Model’ to align strategic joint pursuit/acct planning & co-selling/co-delivery between NOW field sales.

Requirements:

• Strong understanding of Global Advisory, Systems Integrators, Resellers, Distributors and Service Provider operating models and market dynamics.
• Strong executive presence & track record of consistent quota attainment & over achievement.
• Ability to engage directly in the sales cycle on joint ‘must win’ pursuits/opportunities, as well as facilitate co-sell opportunities.
• Develop and execute joint GTM strategy and multi-year business plans, as well as ensuring development of compelling joint GTM value propositions aligned to NOW’s Three Primary Workflows & Six Conversations.
• Develop and execute joint go-to-market initiatives with key NOW & Alliances exec sponsors, with milestone and progress tracking metrics & associated rigor to ‘inspect what we expect’.
• Align & leverage ACE global initiatives & programs to enable efficient and scalable processes (eg; Joint Account Planning with Strategic Deal Registration), forecasting, compensation, training/enablement, and operational excellence.
• Track record of people management, development and leadership in complex multi-country, multi-stakeholder environments.

Qualifications:

• The ideal candidate will have 10 plus years’ of prior alliances leadership experience in Enterprise Software and/or Cloud Services (including Enterprise SaaS) driving partner revenue & accelerated growth with & through Global Adivosry, Systems Integrators and Service Provider partners in collaboration with an enterprise sales force. Direct sales and sale management experience in large enterprise accounts is also preferable.
• 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, manage multiple stakeholders both internally and externally, work in a true ‘east-west’ operating model with both direct line and dotted line team members, build consensus and resolve conflict in a highly collaborative manner.
• High level of communication skills, both written and verbal.
• 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.
• 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 

• Persuades – Using compelling arguments that conveys a clear understanding of the unique needs of different audiences to gain the support and commitment of others.
• Situational Adaptability – Adapting approach and demeanor in real time to match the shifting demands of different situations
• Trusted Advisor – The person the client/customer/peer turns to when an issue arises, often in time of great urgency, crisis, change, triumph or defeat.

We provide competitive compensation, generous benefits and a professional atmosphere. This is a very collaborative and inclusive work environment where individuals with a strong 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.

ServiceNow is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, or veteran status. If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at (408) 501-8550, or [email protected] for assistance.