Senior Director, Global Alliances (HCL)

| Chicago
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Description

 

The Senior Director Global Alliances within the Alliances & Channels Ecosystem (ACE) organization will be accountable to create a world-class 360 Global Alliance with HCL. In this role it will be critical to tightly align with the Global ACE mission & transformational operating model principles to enable & accelerate NOW growth to $10B+ over the next 5+ years.  

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 our joint NOW-HCL clients.  

Primary focus:  

  • Develop a global 360 multi-year business plan with HCL focused on Co-Sell & Co-Delivery to Accelerate joint Clients’ Digital Transformation Journey with associated business outcomes in targeted markets  
  • Enable & establish World Class Delivery Global Capacity supporting ServiceNow 3 geographies (Americas, EMEA, APJ) by Product Line  
  • Accelerate Services innovation in targeted industries via compelling ‘Use Cases’  
  • Drive Alliance operational rigor and business review governance & cadence with ServiceNow and HCL senior executives  
  • Reporting to the Vice President, Global Emerging Alliances, this individual will align to and work closely with ServiceNow's ACE Regional VP’s to operationalize and localize HCL’s global multi year plan for regional execution. This leader will ensure that the ACE global operating model principles, initiatives and programs are the foundation for our global 360 relationship with HCL.  
  • This individual will virtually build & lead the NOW badged HCL's aligned internal community of highly skilled Regional Alliance Managers & Solution Consultants dedicated to the HCL Alliance. The NOW HCL resources will be responsible to enable co-selling/co-delivery, partner management & regional governance to enable and accelerate growth against prescribed ACE ‘NNACV’ via ‘Sourced’ & ‘Influence’ revenue targets for HCL. This leader will have cross functional engagement with field sales, product line specialists, pre-sales, marketing and customer outcome services teams to drive accelerated pipeline expansion and growth via NOW’s platform & solutions and successful co-delivery within our very large and large enterprise account segment. This is a high profile executive position providing a significant platform for professional growth & business impact.  

Additional Responsibilities:  

  • Virtually lead a team of aligned Regional Alliance Managers who inform and help localize global joint GTM plans for regional execution  
  • Manage all facets of our joint GTM motion & transactions models with HCL to include Service Provider, Resell & Influence, as well as ‘Internal Sell To’ in collaboration with the assigned ‘Sell to’ resource covering HCL.  
  • Lead the effective collaboration of “deal level” tactics between sales and HCL 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 HCL   
  • Establish global/regional QBR governance with HCL in alignment with the ACE QBR cadence and rhythm  
  • Implement the ‘5 Step Joint Engagement Model’ to align strategic joint pursuit/acct planning & co-selling/co-delivery between NOW field sales and HCL  

Key Core Competencies  

  • Ensures Accountability: Holds self and others accountable to meet commitments  
  • Execution Focus: Consistently achieves results even under tough circumstances  
  • Strategic Mindset: Sees ahead to future possibilities and translates them into breakthrough strategies.  

Requirements:  

  • Strong understanding of HCL operating models and established Global & Regional executive relationships  
  • Strong executive presence and track record of consistent quota attainment and over achievement with HCL in previous roles with other enterprise software, SaaS or Cloud/ Tech services technology organizations.  
  • 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 global business plans, as well as ensuring development of compelling joint GTM value propositions aligned to NOW’s Four Primary Workflows & Six Conversations.  
  • Develop and execute joint go-to-market initiatives with key NOW-HCL 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 Pursuit Planning with Strategic Deal Registration), forecasting, compensation, training/enablement, and operational excellence.  

Qualifications:  

  • The ideal candidate will have 10 plus years’ of prior global alliances leadership experience (prefer HCL, or other targeted SI’s Alliance 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  
  • 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 

 

 

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 [email protected] for assistance.

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Location

Before COVID, we were in a new building on Lake and Racine in the West Loop. Right now we're physically distanced but trying to stay social connected!

An Insider's view of ServiceNow

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What are ServiceNow Perks + Benefits

ServiceNow Benefits Overview

We make work better for people—including our own. From work environments that help us do our best work, to benefits and a culture that encourage employees to stay healthy, happy, engaged, and growing, we keep our people at the center of everything we do.

Culture
Volunteer in local community
Full-time employees get 20 hours per year to volunteer with the non-profit of their choice.
Friends outside of work
Eat lunch together
Daily stand up
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Pair programming
Open office floor plan
Diversity
Dedicated Diversity/Inclusion Staff
Diversity manifesto
Someone's primary function is managing the company’s diversity and inclusion initiatives
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Onsite Gym
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Starting in 2019
Company Equity
Employee Stock Purchase Plan
Purchase company stock at a 15% discount semi-annually
Performance Bonus
Match charitable contributions
Child Care & Parental Leave Benefits
Generous Parental Leave
Starting in 2019 - 20 weeks for birthing parent, 12 weeks for non-birthing parent
Remote Work Program
Work remotely on occasion as needed.
Adoption Assistance
Vacation & Time Off Benefits
Unlimited Vacation Policy
Generous PTO
Paid Volunteer Time
Starting in 2019 - 20 hours a year starting in 2019
Paid Holidays
Paid Sick Days
Perks & Discounts
Beer on Tap
With an in house craft beer geek procuring
Casual Dress
Commuter Benefits
Pre-tax contribution plan for commuter expenses - transit and parking
Company Outings
Site social activities periodically
Free Daily Meals
Free breakfast offered daily
Game Room
Shuffle board, pool table, table games and more!
Stocked Kitchen
Some Meals Provided
Happy Hours
Every Thursday!
Professional Development Benefits
Job Training & Conferences
LinkedIn Learning access, numerous internal training programs, conference attendance options
Tuition Reimbursement
Up to $5,250 reimbursed annually for qualified expenses
Diversity Program
Lunch and learns
Continuing Education stipend
We offer $5000 annualy for continuing education.
Online course subscriptions available
Paid industry certifications
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