Global Partner Manager - HCL

ServiceNow is currently seeking a Global Partner Manager (GPM) to join the Alliances and Channel Ecosystem (ACE) team to run one of our Largest Global Partnership with HCL in New Delhi with Global Responsibility. This position is a highprofile growth opportunity that demands a highly motivated individual with strong leadership sales communications and organizational skills and is eager to learn and become part of a rapidly growing company.

At ServiceNow we are creating a vibrant worldclass Global Partner Ecosystem to enable and accelerate growth to $16B. As part of the Global Partner organization this role will have responsibilities for generating net new sales revenue with a one of our Elite Partner HCL across the Global markets.

The GPM HCL will provide sales leadership to the Global Partner Management team to drive and generate new business sales revenue via sellto sell with and sell through motion. This will be achieved by territory planning account planning forecasting using business development techniques and fieldbased sales activities within HCL 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 globalregional team of partner Alliance members and drive the unified partnership program to achieve License adoption and revenue growth and enhance our ability to deliver an exceptional customer experience.

This individual will possess the qualifications to adapt the ServiceNow Global Partner Organization mission & transformational operating model principles to enable & accelerate NOW growth to $16B with and through different Routes to Market.

What you get to do in this role: 

• Achieve sales quotas for allocated territory on a quarterly and annual basis.
• Interface to the global team and stakeholders in time zone including visibility of contracts renewal and debookings. Pipeline management and forecasting.
• Align offerings and solutions with regional GTM and interlock with global GTM plans including solution and industry focus.
• Educate Field AEs on differentiation of partnership so they can provide more informed decisions to customers. Qualify develop and execute new sales opportunities and ongoing revenue streams.
• Conduct indepth research of HCLs needs business conditions and drivers across AMS EMEA and APAC to tailor the ServiceNow value proposition.
• Support Prospect qualification development & execution of new sales opportunities across various RTM.
• Ability to accelerate License consumption and adaptable to challenging scenarios / problem statements.
• Help build the ServiceNow practice with HCL beyond Cloud and Infrastructure and help elevate their delivery capability matrix across Industry Solutions.
• Leverage the global RTM segmentation and coverage model to include alignment and execution of the global Partner Program principles and guidelines (in close collaboration with Global Partner Seller Regional ACE Leadership and SRAMs).
• Develop comprehensive joint gotomarket Business plans with the HCL leveraging all aspects of executive alignment business planning execution and metricsdriven governance.

  Additional Responsibilities: 

• This individual will be responsible for joint selling and lead the effective collaboration of deal level strategies & tactics between sales and partners at both new and existing customers to drive new logos & NNACV SourcedInfluence revenue.
• Work strategically to identify new industry specific use cases and solutions with HCL.
• Develop world class business plans with associated QBR governance & exec sponsorship with HCL to include committed targets & shared metrics.
• Manage potential conflicts and develop aligned approaches and resolutions at Executive levels.

  Requirements:

• Established operational relationships within the Global SI community. (HCL experience 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 multimilliondollar deals.
• Align localize and execute joint GTM strategy and multiyear regional business plans with HCL as well as ensuring development of compelling JOINT GTM value propositions aligned to SNs Platform Story
• 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 gotomarket initiatives with key NOWPartner global exec sponsors with key milestones and progress tracking metrics & associated rigor to inspect what we expect.

Qualifications :

To be successful in this role you have:

• The ideal candidate will have 12 years of prior global alliances and partner sales including business development in Enterprise Software and/or Cloud Services (including Enterprise SaaS) driving partner revenue & accelerated growth with & through SISP partners in collaboration with an enterprise sales force.
• Proven skills building Gotomarket plans for Channel SI and partner organizations.
• Successful industry experience working with the strategic systems integrators and service providers that utilize Software/SaaS embedded in their Service Offerings
• Is goaloriented and confident with aptitude and desire to work with highperforming team. This individual must demonstrate an ability to operate in a highly collaborative environment and fosters a win as a team environment.
• Diligent at measuring and communicating progress to achieve targeted business results identifying obstacles and associated remediation plans.
• Experience and relationships with major SIs ISVs Managed Service Providers Value Added Resellers and experience with leading software Cloud & SaaS organizations required.
• Bachelors degree and/or MBA degree is a strong plus.

FD21

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 requiredinoffice.

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  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.

From Fortune. 2022 Fortune Media IP Limited All rights reserved. Used under license.

Fortune and Fortune Media IP Limited are not affiliated with and do not endorse products or services of ServiceNow.