Director Global Partner Sales Infosys

ServiceNow is currently seeking a Director Global Partner Sales to run one of our largest Global Elite Partner Infosys. 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 $20B. As part of the Global Partnerships and Channels organization this role will have responsibilities for generating net new sales revenue with a one of our Global Elite Partners Infosys across AMS EMEA and APAC markets. 

The Director Global Partner Sales Infosys will lead a global partner sales team to drive and generate new business sales revenue in a Service Provider sellto and sell through motion. This will be achieved by territory planning account planning forecasting using business development techniques and fieldbased sales activities and engaging with the ServiceNow ecosystem to ensure success in generating revenue opportunities. 

This individual will possess the qualifications to adapt the ServiceNow Global Partner Organization mission & transformational operating model principles to enable & accelerate NOW growth to $20B with and through the Service Provider and Resale Route to Market. 

Primary focus 

• Own and grow the Infosys Global Service Provider business as the primary focus aligned to work cohesively with the Global Partner leader for Infosys 

• Ability to lead and motivate a global partner sales team to ensure Infosys revenue growth out of the box thinking & goal achievement 

• Achieve global sales quotas with Infosys on a quarterly and annual basis 

• Aide in developing a sales strategy in the assigned vertical / territory with a target prospect list and a regional sales plan 

• Prospect qualification development and execution of new sales opportunities and ongoing revenue streams 

• Tailoring the ServiceNow value proposition to prospects based on indepth research of specific business conditions and drivers 

• Pipeline management sales process management including effective forecasting and opportunity closure. 

• Develop comprehensive joint gotomarket Business plans with the Global Partner Leader Infosys leveraging all aspects of executive alignment business planning execution and metricsdriven governance

• Arranging and conducting initial product demonstrations and presentations that are tailored to the prospect and focusing on their business drivers and use cases 

• Ongoing account management to ensure partner satisfaction and to drive additional revenue streams 

• Being the trusted advisor to the partner by understanding their existing and future partner road map to drive the ServiceNow solutions within different partner BUs and the marketplace. 

• Building and maintaining relationships with key partner executives and decision makers 

Additional Responsibilities: 

• This leader will be responsiblefor joint selling and lead the effective collaboration of large deal level strategies & tactics between sales and partners at both new and existing customers to drive new logos & NNACV SourcedInfluence revenue. 

• Develop world class business plans with associated QBR governance & exec sponsorship with thepartner toinclude committed targets & shared metrics 

• Manage potential field conflicts and develop aligned approaches and resolutions at Executive levels. 

Requirements: 

• Established operational relationshipswithin theGlobal SI community. 

• 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 Global 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 multimilliondollar deals 

• Align localize and execute joint GTM strategy and multiyear regional business plans with Infosys as well as ensuring development of compelling JOINT GTM value propositions aligned to NOWs 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 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: 

• The ideal candidate will have 15 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 

• Prior experience of managing and developing a team including defining respective roles/team scope organizational priorities and team strategy 

• Proven skills building Gotomarket plans for channel and partner organizations

• Successful industry experiences working with the strategic systems integrators and service providers that utilizeSoftware/SaaS embedded in their Service Offerings 

• Is goaloriented and confident with aptitude and desire to work with highperforming teams. 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 

• Past experience and relationships withmajor SIsISVs Managed Service Providers Value Added Resellers and experience withleadingsoftware Cloud & SaaS organizations required 

• Bachelors degree and/or MBA degree is a strong plus 

Not sure if you meet every qualification We still encourage you to apply! We value inclusivity welcoming candidates from diverse backgrounds including nontraditional paths. Unique experiences enrich our team and the willingness to dream big makes you an exceptional candidate!

For positions in this location we offer a base pay of $201480 to $332460 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 :

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible remote or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work. Learn more here.

Equal Opportunity Employer

ServiceNow is an equal 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. In addition all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements. 

Accommodations

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process or are unable to use this online application and need an alternative method to apply please contact for assistance. 

Export Control Regulations

For positions requiring access to controlled technology subject to export control regulations including the U.S. Export Administration Regulations (EAR) ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities. 

From Fortune. 2024 Fortune Media IP Limited. All rights reserved. Used under license.