The GPM will generate and drive incremental revenue with and through their partners
Their goal is to drive to drive profitable revenue through managing a portfolio of GTM and SP initiatives
At a business level, you will be working with ServiceNow and Partner stakeholders to develop a common vision for joint GTM
You will position and advocate your partners capabilities at ServiceNow and ServiceNow capabilities with your partners, and jointly to customers
Demonstrated track record of generating net new revenue opportunities and effective management and closure of sales opportunities is highly desired
The successful candidate will possess deep knowledge of partner practices, initiatives and priorities, good understanding of ServiceNow value proposition, excellent program management skills and ability to drive measurable outcomes
This individual will also need to be adept at internalizing the global ServiceNow ACE mission and transformational operating model principles to enable accelerate ServiceNow growth
We provide competitive compensation, generous benefits, and a professional atmosphere
This is a very collaborative and inclusive work environment where individuals strong on aptitude and attitude will have an opportunity to grow their professional careers through working with some of the most advanced technology and talented developers in the business
Primary focus :
Alliance leadership role managing a portfolio of India-HQ d, globally capable partners
Achieve global sales quotas with partners on a quarterly and annual basis
Develop comprehensive joint GTM business plans with each partner leveraging all aspects of executive alignment, business planning, execution, and metrics-driven governance
Qualify, develop, and execute new sales opportunities and manage ongoing revenue streams. Pipeline management, sales process management including effective forecasting and deal closure.
Drive awareness with ServiceNow Field AEs on differentiation of partners so they (AEs) can provide more informed recommendations to customers
Ongoing account management to ensure Partner satisfaction and to drive additional revenue streams
Become the trusted advisor to the Partners by understanding their existing and planned roadmap and capabilities and ability to drive the ServiceNow value proposition with customers
Develop and maintain relationships with key Partner and ServiceNow executives and decision-makers
Requirements :
Track record of consistent quota attainment and over-achievement
Strong strategic thinking including analytical and financial planning skills to meet and exceed goals. Knowledge of Global System Integrators, Resellers & Independent Software Vendors landscape is a must.
Proven skills building GTM plans for channel and partner organizations
Ability to engage directly in the sales cycle on joint must win pursuits/opportunities, as well as facilitate joint engagement as and when necessary
Qualifications :
The ideal candidate will have 5-8 years of prior global alliances and partner sales experience
Successful experience working with strategic systems integrators and service providers that utilize Software/SaaS embedded in their Service Offerings
Goal-oriented and confident, with aptitude and desire to work with high-performing teams
Demonstrate ability to operate in a highly collaborative environment and foster a win as a team environment
Diligent at measuring and communicating progress to achieve targeted business results, identifying, and resolving challenges
BA/BS degree or equivalent in business, engineering, technology, or related fields
