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Global Partner Leader - IBM

Element AI

Element AI

Princeton, NJ, USA
Posted on Tuesday, May 21, 2024

Company Description

At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you.

With more than 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be one of FORTUNE 100 Best Companies to Work For® and World's Most Admired Companies™.

Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.

Job Description

Location: NY/NJ Metro area or remote

ServiceNow is currently seeking a Global 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.

The GPL will 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 3rd party 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 the targeted partners to include committed targets & shared metrics.
  • Manage potential roadmap conflicts and develop aligned approaches and resolutions at Executive levels.

Additional Requirements:

  • Established operational relationships across 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 facilitate joint 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’.


To be successful in this role you have:

  • Multi-year track record of proactively & successfully co-selling and co-delivering with Partners including established global & regional sales, technical & services executive relationship, as well as senior sales, technical & services relationships in the field.
  • Strong executive presence & track record of consistent quota attainment & over achievement
  • 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 Three Primary Workflows.
  • Develop and execute joint go-to-market initiatives with key NOW-Partner 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 (e.g.; Joint Pursuit Planning with Strategic Deal Registration), forecasting, compensation, training/enablement, and operational excellence.
  • 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.
  • 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.
  • Software industry domain expertise (preferably SaaS), and the ability to understand complex technology problems.
  • Strong previous background in Partner Alliance Management
  • Effective at building relationships (internally and with partners), collaborating, and influencing others; experience working with senior executives/ partners in cross-company projects.
  • Strong communicator, able to convey complex ideas in a clear, concise manner both verbally and in writing, comfort in business and technical discussions.
  • Self-starter who enjoys working in a fast-paced, collaborative, and high-growth environment
  • Strong team player who is also an independent thinker.

For positions in New York City, we offer a base pay of 132,660 to 218,940, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located, and is subject to change based on work location.

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.

At ServiceNow, we lead with flexibility and trust in our distributed world of work. Click here to learn about our work personas: flexible, remote and required-in-office.

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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