Company Description
It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. Join us as we pursue our purpose to make the world work better for everyone.
Job Description
This role is part of ServiceNow’s Global Partner and Channels (GPC) organization, dedicated to enabling & accelerating rapid growth through NOW’s partner ecosystem. As a Global Partner Seller – TechM, you will play a key role in managing an existing base of partner’s managed service provider business on ServiceNow. This position is a sales role that demands a highly motivated individual with strong sales, communications, and organizational skills, eager to learn and grow within a rapidly expanding company.
The Global Partner Seller will manage an existing sell-through revenue base with a designated/dedicated partner to ensure healthy growth in those accounts, while also driving new opportunities led by the partner. This will be achieved through account planning, forecasting, business development techniques, and field-based sales activities.
Critical responsibilities include:
1. Achieving Net New Sell-through (service provider and resell) sales quotas for the allocated partner on a quarterly and annual basis.
2. Interfacing with end customer account teams and partner stakeholders across time zones to drive deal execution, including contract renewals and managing de-bookings.
3. Pipeline management and sales process management, including effective forecasting and closing opportunities.
4. Driving end-to-end deal execution from order creation, pricing, negotiation (supported by leadership), to signing, and proactively following up on account receivables related to sell-through business with the partner.
5. Arranging and conducting product demonstrations, EBCs, and presentations by collaborating with cross-functional teams (partner and field account) to drive prospecting, focusing on customers’ business drivers and use cases.
6. Educating Field AEs on partnership differentiation to enable informed decision-making for customers. Qualifying, developing, and executing new sales opportunities and ongoing revenue streams.
7. Ongoing account management to ensure partner satisfaction and to drive additional revenue streams, supported by governance and QBR models.
8. Building and maintaining relationships with key partner executives and decision-makers.
9. Cross-selling and upselling within existing accounts to expand platform adoption.
10. Managing potential field conflicts and developing aligned approaches and resolutions at the executive level.
11. Proactively managing renewals and true-ups by working closely with end customer teams and partners to drive upsell and cross-sell opportunities.
Qualifications
To succeed in this role, candidates should have:
* Experience integrating AI into work processes, decision-making, or problem-solving, including using AI tools, automating workflows, analyzing insights, or exploring AI’s industry impact.
* 3-5 years of global alliances and partner sales experience, including business development in Enterprise Software and Cloud Services, driving partner revenue with SI-SP partners in collaboration with enterprise sales teams.
* A proven track record of exceeding sales targets in sell-through models (service provider/resell).
* Business acumen, including developing business cases and ROI with partners.
* Ability to understand broader business drivers and build relationships at all organizational levels.
* Goal-oriented, confident, and collaborative, with a focus on team success.
* Experience and relationships with major SI’s, ISV’s, Managed Service Providers, VADs, and leading SaaS organizations.
* Bachelor’s degree required; MBA is a plus.
We encourage candidates from diverse backgrounds to apply, even if they don’t meet every qualification. We value unique experiences and big dreams.
Additional Information
We embrace flexible and trust-based work arrangements. Learn more here.
Equal Opportunity Employer
ServiceNow is committed to equal opportunity employment regardless of race, color, creed, religion, sex, sexual orientation, national origin, age, disability, gender identity, marital status, veteran status, or any protected category. We also consider applicants with arrest or conviction records in accordance with legal requirements.
Accommodations
If you require accommodations during the application process, please contact [emailprotected].
Export Control Regulations
Positions requiring access to controlled technology may need export approval from government authorities. Employment is contingent upon obtaining such approvals if necessary.
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