Global Partner Leader - Ibm

Job Description
Location:
NY/NJ Metro area or remote
ServiceNow is currently seeking aGlobal Partner Leader (GPL) to join the Global Partnerships &
Channels Organization (GPC). At ServiceNow, we are creating a vibrant, world-class Global Partner Ecosystem to enable and accelerate growth to $15B+. As part of the GPC Organization, this role will have responsibilities for generating revenue with a set of identified partners across the AMS, EMEA and APAC markets.
This senior leadership position is a high-profile growth opportunity that demands a highly motivated individual with strong sales, communications and organizational skills that is eager to learn and become part of a rapidly growing company.
TheGPLwill provide executive and global sales leadership to the Global Partner Management team to drive and generate new business sales revenue via “sell-to”, “sell with” and “sell through” motion. This will be achieved by territory planning, account planning, forecasting, using business development techniques and field-based sales activities within the strategic partner and engaging with the ServiceNow ecosystem to ensure success in generating revenue opportunities and effective management and closure of sales opportunities. This qualified individual will also collaborate with a world class cohort of global-regional team of partner Alliance members and drive the unified partnership program to achieve revenue growth and enhance our ability to deliver an exceptional customer experience.
Primary Responsibilities
Be an effective global leader representing Service Now to IBM and leading all aspects of global partnership strategy, planning and drive rigor and execution.
In this role you will also be the key advocate to promote the partnership internally to cross functional teams such as Field Sales, Products, Customer Success, Marketing and C level leaders etc.
Build global, strategic multi-year joint plans with Partners focused on Co-Sell &
Co-Delivery with joint resources and other 3rdparty alliances to Accelerate NOW-Partner Clients’ Digital Transformation Journey
Enable &
establish World Class joint engagement for joint NOW-Partner offerings with other key markets to follow.
Drive partnership operational rigor and business review governance with ServiceNow and IBM leaders, business stakeholders and influencers.
This individual will be responsible for joint selling, partner management &
regional governance to enable and accelerate growth against prescribed GPC NNACV via ‘Sourced’ &
‘Influence’ revenue targets for Partner, as well as showcase wins. This leader will have cross functional engagement with field sales, solution sales specialists, pre-sales, and customer outcome services teams to drive accelerated pipeline expansion and growth via NOW’s platform and solutions and successful co-delivery in our targeted regulated market clients. The role will also work cross-functionally within ServiceNow and with top global delivery partners to execute on ‘3-way’ business plans including ServiceNow and designated GSI implementation partners. This is a high-profile position providing a significant platform for professional growth and business impact.
Create joint business plans including launch planning, enablement, and co-marketing plans.
Lead the effective collaboration of “deal level” tactics between ServiceNow sales teams and Partners 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 key partners.
Develop world class business plans with associated QBR governance &
exec sponsorship with thetargeted partners toinclude committed targets &
shared metrics.
Manage potential roadmap conflicts and develop aligned approaches and resolutions at Executive levels.
Additional Requirements:
Established operational relationshipsacross lines of business in IBM. At least 5 years of prior experience working with IBM representing a SaaS or technology company preferred.
Track record of consistent quota attainment &
over achievement
Strong strategic thinking including analytical and financial planning skills to meet and exceed quotas and goals. Knowledge of System Integrators, Resellers &
Independent Software Vendors is a must.
Ability to engage directly in the sales cycle on joint ‘must win’ pursuits/opportunities, as well as facilitatejoint engagement as and when necessary.
A strong background in sales or alliance partnerships gained within the Cloud/SaaS space, managing multi-million-dollar deals.
Align, localize, and execute joint GTM strategy and multi-year regional business plans with targeted partners, as well as ensuring development of compelling JOINT GTM value propositions aligned to NOW’s Three Primary Workflows
Demonstrable track record of achieving and exceeding targets whilst managing a small number of large accounts or alliance partners, ideally with a next generation software company.
Clearly defined joint go-to-market initiatives with key NOW-Partner global exec sponsors with key milestones and progress tracking metrics &
associated rigor to ‘inspect what we expect’.