Practice Development Manager
ServiceNow is changing the way people work. With a service-orientation toward the activities, tasks and processes that make up day-to-day work life, we help the modern enterprise operate faster and be more scalable than ever before.
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. We’re disruptive. We work hard. We’re hungry and humble.
Description:
Working with members of the Alliances & Channels team, the Enterprise Security and Risk Practice Development Manager is focused on the growth and management of ServiceNow’s business relative to Advisory Consulting, System Integrators, and Consulting Firms within a geographic region.
The ESR Practice Development Manager will work with field sales resources on targeted accounts and drive a virtual team around the alliance covering all aspects of the business relationship. This will require participation and focus necessary to produce and drive a business agenda and a set of measurable results for presentation back to leadership on both sides of the partnerships.
ServiceNow is looking for collaborative leaders with distinct business insight around Security and Risk as well as SaaS. This individual will be a champion of customer success and committed to continued self-development and ServiceNow values.
What you get to do in this role:
Lead the partner development lifecycle in the Enable, Ramp and Manage stages.
Enable
- Establish and manage enablement track with the virtual team
- Provide technical training and guidance
- Facilitate pre-sales training
- Sync with partner marketing manager and support campaigns
- Provide linkage with field account managers for mentoring
- Establish paths to partner certification
Ramp
- Broker sales collaboration with field teams
- Drive pipeline / forecast tracking
- Co-selling & co-delivery support
- Lead generation and pipeline development
Manage
- Manage multi-region or multi-practice partners until fully ramped in all regions or disciplines
- Transitions or teams with channel manger
- Sales pipeline and forecast management
- Revenue Monitoring
ServiceNow requires individuals in this role to demonstrate the following core competencies’:
- Ensure accountability
- Drive results
- Understanding of sales processes required for the sell too and the sell through of enterprise software deals
- Demonstrable growth of business with a global partner
- Working with deal sizes of $50k to $2m +
- Approach partner practice with a strategic mindset
- Proven ability of executing on Global Programs with Advisory Consulting, System Integrators, and Consulting Firms within the Risk and Compliance Industry
- Business opportunity identification, analysis, and development
- Develop product Point of View at assigned partners and own partner business plan globally
- Situational adaptability
- Understanding and navigating complex global matrixed organizations and various stakeholders to drive the business forward
- Trusted Advisor
- Have existing or demonstrate building relationships with key decision makers across Sales/Operations/Architecture/Portfolio/Support/C-level to drive
Job Requirements
- Responsible for getting results through others and across multiple teams to execute on goals
- Ability to demonstrate strategic vision and help shape the future of go-to-market initiatives
- Clear, accurate and concise reporting to management within ServiceNow and global partners
- Strong presentation skills
- Bachelor's degree in Business, marketing or related discipline preferred.
- Minimum of 5 years of Security and/or Risk domain knowledge/experience working within Alliances/Sales. GRC sales, consulting, and/or knowledge is desired.
- Significant Travel may be required
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.
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.