Chicago, IL

Strategic Global Alliances Director - TCS at ServiceNow

| Chicago
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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:
The Strategic Global Alliances Director - TCS, within the Alliances & Channels Ecosystem (ACE) organization will be accountable to create a world-class 360 Global Alliance with Tata Consultancy Services (TCS) and other targeted leading SI's. 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 $15B+ 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-TCS and other targeted SI clients.
Primary focus:
• Develop a global 360 multi-year business plan with TCS and other targeted SI's 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's 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 TCS and other targeted SI's senior executives
• Reporting to the Vice President, Global Strategic Alliances, this individual will align to and work closely with ServiceNow's ACE Regional VP's to operationalize and localize TCS and other targeted SI's global multiyear 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 TCS and other targeted SI's.
• This individual will virtually build & lead the NOW badged TCS and other targeted SI's aligned internal community of highly skilled Regional Alliance Managers & Solution Consultants dedicated to the TCS and other targeted SI's Alliance. The NOW TCS, HCL, other targeted SI's 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 TCS and other targeted SI's. 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 TCS and other targeted SI's to include Service Provider, Resell & Influence, as well as 'Internal Sell To' in collaboration with the assigned 'Sell to' resource covering TCS and other targeted SI's
• Lead the effective collaboration of "deal level" tactics between sales and TCS and other targeted SI's 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 TCS and other targeted SI's
• Establish global/regional QBR governance with TCS and other targeted SI's 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 & TCS and other targeted SI's
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.
• Strong understanding of TCS and other targeted SI's's operating model and established Global & Regional executive relationships
• Strong executive presence & track record of consistent quota attainment & over achievement with TCS and other targeted SI's 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-TCS and other targeted SI's 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.
• The ideal candidate will have 10 plus years of prior global alliances leadership experience (prefer TCS and 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
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.
Please Note: Fraudulent job postings/job scams are increasingly common. Click here to learn what to watch out for and how to protect yourself. All genuine ServiceNow job postings can be found through the ServiceNow Careers site .
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Where we are

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!

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.

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 sync
Open door policy
Open office floor plan
Documented equal pay policy
Dedicated Diversity/Inclusion Staff
Unconscious bias training
Diversity manifesto
Mean gender pay gap below 10%
Diversity Employee Resource Groups
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Wellness Programs
Onsite Gym
Retirement & Stock Options Benefits
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
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
Game Room
Shuffle board, pool table, table games and more!
Stocked Kitchen
Happy Hours
Every Thursday!
Professional Development Benefits
Tuition Reimbursement
Up to $5,250 reimbursed annually for qualified expenses
Diversity Program
Lunch and learns
Cross functional training encouraged
Promote from within
Mentorship program
Online course subscriptions available

An Insider's view of ServiceNow

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, right? And you hear it in people’s voices. You see it in people’s work.


Software Developer

What does your typical day look like?

There’s never a day where I don’t feel like I’m doing something purposeful or valuable to my team or company.


Business Systems Analyst

How does the company support your career growth?

It’s a good place to be in, in that it’s a company that’s growing very fast, but it doesn’t have that big company feel. You don’t feel like a number in a system and you can articulate and know where you want to go. There are people here who can help you get there.


Account Executive

What’s the vibe like in the office?

ServiceNow is unique because the people in this company are so incredibly special and unique. I can't think of enough kind words and amazing words to say about them. They really are my family.


Senior Manager, Global Sales Development

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