Partner Acceleration Leader, Tech Industry

What you get to do in this role:

The world of work is one of the most pressing issues that business leaders have on their mind and as the defining enterprise platform of the 21st century, ServiceNow is poised to be the platform of choice to tackle this critical imperative. But we will not do it without a robust partner ecosystem leading partner offerings and solutions and that’s exactly where this role comes into play. The Partner Acceleration Lead will join our Partner Acceleration team and the Global Partners and Channels (GPC) team that is at the forefront of driving ServiceNow’s growth to $15B and beyond. 

The Partner Acceleration team has set a goal to drive profitable revenue through the identification and monetization of breakthrough Offerings with our broader partner ecosystem.  The Partner Acceleration Lead for one or more Global SIs is an exciting role and accountable for collaboratively developing NOW’s partner Offerings strategy for one or more Global SI partners in the ServiceNow ecosystem, activation of partners, ownership of offerings and industries heat-map by geo/segment, assisting with partner engagement for Product Line ‘use cases’, ‘industry segment’ roadmaps, TAM and Partner ideas monetization scenarios with specific focus on development of new joint GTM business and commercial models with a designated partner across various workflows and industries that will scale to accelerate NOW growth to $15B+.

At a business level, you will be working with ServiceNow stakeholders and one or more Global SIs in ServiceNow’s ecosystem to create and execute against our most pressing Industry personas and business imperatives. As a result, the successful candidate will possess deep knowledge of working strategically with a partner across multiple industries, program management skills, ability to drive measurable outcomes with the partner and sales teams across both organizations (partner and ServiceNow), and should have a track record of demonstrated cross functional exec collaboration in a high-profile consulting/services/software organization that required securing consensus on key initiatives & priorities against targeted outcomes in a complex global high growth company. This individual will also need to be adept at internalizing the Global GPC mission & transformational op model principles to enable & accelerate NOW growth. 

Primary focus: 

   Help identify, ideate, cultivate, monetize and scale existing and new GTM motions and Industry offerings that fundamentally transform the world of work.  We classify partner Offerings as opportunities for a partner’s thought leadership to be coupled with the ServiceNow platform to create something net new to drive implementation or managed service revenue for partners and license revenue for ServiceNow.

   Work closely and collaboratively with global & regional GPC staff and extended staff members to cross functionally align and vertically operationalize and localize the GPC global operating model principles, initiatives and programs leveraging the following three global-geo op model tenets.

   Segmentation/Coverage, GTM Alignment, QBRs & Governance with partner, as well as a consistent & predictable Joint GTM Engagement approach.

 

Additional Responsibilities:

   Drive measurable outcomes with the partner ecosystem through prioritized industry Offerings with one or more Global SIs - specifically offerings that address customer needs and drive revenue pipeline.

   Work strategically to identify new industry specific ‘use cases and solutions’ with one or more Global SIs partner and build the associated partner industry plan including joint GTM and marketing campaigns around key industry Offerings. This includes coordinating the successful execution of offerings launches with our broader GPC GTM teams to the global sales team.

   Lead the effective collaboration of “deal level” strategies & tactics between field sales and partners at both new and existing customers to drive new logos & NNACV ‘Sourced-Influence’ revenue.

   Drive tight cross functional alignment across key internal stakeholders such as our industry solutions team, product teams, GPC global and regional teams.

   Work collaboratively with partner execs along with the GPC leadership to jointly develop world class business plans with associated QBR governance & exec sponsorship to include committed targets & shared metrics.

Requirements:

   Professional experience and/or knowledge of standing up a GTM with SI partners across one or more Industry verticals.

   Strong network of industry SMEs in both partner and client environments.

   Ability to engage with partner in the sales cycle on joint ‘must win’ pursuits/opportunities, as well as facilitate co-sell & co-deliver opportunities with the partner.

   Strong business development experience and history of developing and executing partner go-to-market plans.

   Ability to align, localize and execute joint GTM strategy and multi-year business plans with targeted partners around industry Offerings with compelling joint GTM value propositions.

   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’.

   Work with regions to align with field sales, presales, enablement & services governance to ensure regional leadership input and feedback for ongoing refinement 

  Sales and Business Development mindset