Director, Alliances & Channels - US Enterprise and Commercial Markets
Company Description
ServiceNow is making the world of work, work better for people. Our cloud-based platform and solutions deliver digital workflows that create great experiences and unlock productivity for employees and the enterprise. We're growing fast, innovating faster, and making an impact on our customers' and employees' lives in significant and important ways. With over 6,900 customers, we serve approximately 80% of the Fortune 500, and we're on the 2020 list of FORTUNE World's Most Admired Companies.®
We're looking for people who are ready to jump right in and help us build on our incredible momentum, our diverse, engaged workforce, and our purpose to make the world of work, work better.
Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.
Job Description
What you get to do in this role:
- Create a go to market business plan with the Area Sales leadership to drive sales growth with and through partners.
- Drive operational rigor in the execution of territory plans to overachieve on assigned goals
- Lead, build and mentor high performance teams
- Execute the development of our Partner Sales strategy for the US Enterprise and Commercial Markets working within the Alliances & Channels Ecosystem Operating Model
- Work with ServiceNow partners to generate new business in existing accounts and in new markets, as well as ensuring our partners assist in delivering successful projects in a defined territory or region.
- Ability to liaise with and motivate individuals at all levels of the partner relationships
- Work with partner marketing to plan demand generation events
- Manage to make an impact within your first 90 days. Drive to succeed and results focused
In order to be successful in this role, we need someone who has:
- Excellent understanding of growing and sustaining businesses in a highly competitive and changing marketplace
- Politically astute, good understanding of business, and able to ascertain key decision makers
- Strong track record of exceeding sales and partner sales revenue targets
- Sound business acumen skills; thrive in a fast-paced, dynamic work environment
- Strategic thinker who can blend consulting and business strategy to develop compelling territory plans for new partner initiatives
- History of successfully developing and leading multiple strategic partnerships
- Must be comfortable with complexity and thinking on multiple levels of abstraction; demonstrates use of critical thinking techniques.
- Exceptional spoken and written communication, interpersonal, relationship building skills
- Ability to work both independently and with a team
- Experience with creating and building differentiated relationships with partners in the Global Strategic, Reseller, Service Provider, and Technology Alliance community.
- Demonstrated ability to drive significant influenced revenue with and through partnerships.
- Comfortable working with multiple internal teams, from individual contributors to senior executives, as well as building/maintaining relationships with clients, partners, etc.
- Willing and able to travel.
Qualifications
Desired Skills/Experience/Assets:
- Broad-based business and technology expertise with 10+ years in either alliance management, leadership, consulting, or sales with a track record of driving successful business development activities
- Experience of working with organizations in multiple cities/verticals.
- Experience working with multiple Sales teams driving and building the partner ecosystem.
- Excellent executive presence with exceptional presentation skills
- High energy, enthusiasm, and passion for the business.
- Highly motivated and independent contributor who has coached employees in group and 1:1 setting to drive high-growth performance.
- Business, Computer Science or Engineering Bachelor's degree desired.
Additional Information
ServiceNow is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status or any other category protected by law.
All new employees hired in the United States are required to be fully vaccinated against COVID-19, subject to such exceptions as required by law. If hired, you will be required to submit proof of full vaccination or have an approved accommodation, by your start date. Visit our Candidate FAQ page to learn more.
If you 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.
For positions requiring access to technical data subject to export control regulations, including Export Administration Regulations (EAR), ServiceNow may have to obtain export licensing approval from the U.S. Government for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by the U.S. Government.
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Work personas
Work personas are categories that are assigned to employees depending on the nature of their work. Employees will fall into one of three categories: Remote, Flexible or Required in Office.
Required in Office
A required in office work persona is defined as an employee who is contracted to work from or aligned to a ServiceNow-affiliated office. This persona is required to work from their assigned workplace location 100% of the work week based on the business needs of their role.
Flexible
A flexible work persona is defined as an employee who is contracted to work from or aligned to a ServiceNow-affiliated office and will work from their assigned workplace location roughly 3 days/week or less (generally around 40-60% of the work week). Flexible employees may choose to work the remaining working time from their workplace location or home. Flexible employees are required to work within their state, province, region, or country of employment.
Remote
A remote work persona is defined as an employee who performs their responsibilities exclusively outside of a ServiceNow workplace and is not contracted or aligned to a ServiceNow-affiliated office, including those whose place of work (pursuant to their terms and conditions of employment) is their home. Remote employees are required to work within their state, province, region, or country of employment.