Area Vice President, Global 16 Partner Sales at ServiceNow

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Description

 

Title: Area Vice President, Global 16 Partner 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 16 Partner Sales will be accountable for building and leading a world class global team of partner account executives (Sell to-through & Design In) to the Global 16 Partners to secure targeted NNACV.  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 Global 16 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 Global 16 Partner 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 managed services) with & through a Service Provider delivery model
  • Attract, recruit, develop and retain top Partner Sales talent

Reporting to the Sr. Vice President, Global Alliances & Channel Ecosystem (ACE), this individual will collaborate closely with the G6 & G10 Global Alliance VPs to cross functionally align, operationalize and localize the ACE global operating model principles, initiatives and programs within the three regions.

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” framing, shaping negotiating strategies & tactics between sales and partners at both new and existing customers to drive new logos & NNACV ‘Sourced & Influence’ revenue, as well as renewals.
  • Work strategically to identify new industry specific ‘use cases and solutions’ within key partners for ‘sell to & design in’ initiatives.
  • Support the development of world class business plans with the Global 6 & Global 10 Alliance Directors with associated QBR governance to include committed targets & shared metrics

Requirements:

  • Established executive level relationships within the Global 16 Partner executive community.
  • Strong executive presence & track record of consistent quota attainment & over achievement
  • C-suite relationship engagement and management - strong executive presence
  • Intimate knowledge of the Global System Integrator Partner community 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
  • Clearly defined joint ‘sell to/design in’ initiatives with key Global 16 Partners with key milestones and progress tracking metrics & associated rigor to ‘inspect what we expect’

Qualifications:

  • The ideal candidate will have 20 plus years of prior global alliances 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 & executing Go-to-market plans for partner ecosystem 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 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.

 

 

 

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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Technology we use

  • Engineering
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    • ServiceNowManagement

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

What’s the vibe like in the office?

When I walk into a room, I don't feel different than any of my colleagues there. I’m free to express my opinions. Whatever I bring to the table, I'm free put it out there.

Ashita

Senior Application Developer

What projects are you most excited about?

I wanted to work at a growing company. We're focused, customer-centric, and you can't beat the platform.

Olum

Project Manager

How has your career grown since starting at the company?

When a VP told me that an opportunity had opened up on the customer support engineering team, I decided to leave the beaches of San Diego, California behind. I had expressed to my manager that I want to be a CIO or an executive and this opportunity brought me leadership training as well as international business experience.

Marie

Senior Director, Technical Support Management

What is your vision for the company?

Amazing products that create great employee and customer experiences and make work, work better, is our passion.

CJ

Chief Product Officer

What’s the vibe like in the office?

This is an idea space. It’s a place where we’re all operating on the same wavelength. We’re all interested in what we’re working on. And you hear it in people’s voices. You see it in people’s work. Everybody wants to be here. Everybody wants to work on these problems.

Juan

Software Developer

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.
Partners with Nonprofits
Friends outside of work
Eat lunch together
Intracompany committees
Daily stand up
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Pair programming
Open office floor plan
Diversity
Documented equal pay policy
Dedicated Diversity/Inclusion Staff
Unconscious bias training
Diversity manifesto
Someone's primary function is managing the company’s diversity and inclusion initiatives
Mean gender pay gap below 10%
Diversity Employee Resource Groups
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Onsite Gym
Mental Health Benefits
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
Child Care Benefits
Generous Parental Leave
Starting in 2019 - 20 weeks for birthing parent, 12 weeks for non-birthing parent
Flexible Work Schedule
Remote Work Program
Work remotely on occasion as needed.
Family Medical Leave
Adoption Assistance
Company sponsored family events
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!
Parking
Relocation Assistance
Home Office Stipend for Remote Employees
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
Cross functional training encouraged
Promote from within
Continuing Education stipend
Online course subscriptions available
Paid industry certifications
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