Regional Partner Manager, ServiceNow
Capgemini
$103.1-153k
Travel approximately 20-30%
Cloud-based digital workflows for enterprises
Job no longer available
Cloud-based digital workflows for enterprises
1001+ employees
Job no longer available
$103.1-153k
Travel approximately 20-30%
1001+ employees
Company mission
To transform IT to revolutionise the enterprise.
Role
Who you are
- Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry
- Experience: 10+ years of experience in Partner Sales, Alliances, Channel Management, or Business Development within the enterprise software (SaaS) or cloud industry
- GSI Expertise: Proven track record of successfully managing and driving revenue through Tier 1 Global Systems Integrators (GSIs), specifically within the Americas region
- Executive Presence: Exceptional ability to build rapport, influence, and negotiate with senior executive leadership (VP/President level) both internally and externally
- Sales Acumen: Strong commercial orientation with demonstrated success in consultative selling, forecasting, and closing large, complex deals
- Travel: Ability to travel approximately [20-30]% across the Americas region for partner meetings, QBRs, and executive engagements
What the job involves
- The Partner Manager for the Region (Capgemini) will be responsible for leading and scaling a strategic GSI alliance
- This critical, high-visibility role requires a seasoned leader to own the joint Go-to-Market (GTM) strategy, drive revenue, ensure field sales alignment, and manage the overall health and success of the partnership in the Americas region
- This role requires a blend of strategic planning, deep partner relationship management, and hands-on operational execution to convert alliance initiatives into measurable revenue and pipeline growth
- Joint GTM Ownership: Develop and execute the comprehensive joint GTM strategy for the assigned GSI partner(s) across the Americas, ensuring alignment with both company and partner business objectives
- Business Planning: Own the annual and quarterly joint business planning process (JBP), including setting shared revenue targets, developing pipeline forecasts, and securing executive sign-off from both organizations
- Solution Development: Work with partner practice leaders and internal product/solution teams to co-develop, package, co-sell and bring to market new, high-value industry solutions built on our platform
- Pipeline Generation: Drive collaborative pipeline generation efforts, focusing on "hunting" new joint accounts, improving early deal qualification, and increasing the number of co-sold opportunities
- Field Engagement: Establish and manage formal operating cadences (e.g., QBRs, weekly pipeline reviews) with regional partner sales leaders and direct sales teams to ensure effective handoffs, territory mapping, and account planning
- Deal Acceleration: Directly support the largest and most strategic joint deals, acting as the partnership expert to navigate complex sales cycles, negotiation, legal, and deal desk processes
- MSP Management: Drive success within any Managed Service Provider (MSP) programs, ensuring early deal registration, renewal management, and adherence to operational standards
- Executive Sponsorship: Cultivate strong, trusted relationships with key partner executives (e.g., VPs, Presidents of Americas Sales, Practice Leads) to secure top-down support, resolve escalations, and unlock new opportunities
- Sales Enablement: Lead enablement sessions for both the GSI’s sales force and internal regional teams, ensuring they can effectively articulate the joint value proposition, target accounts, and qualify opportunities
- Cross-Functional Alignment: Act as the internal champion and primary point of contact for the GSI, orchestrating resources across Marketing, Product, Engineering, and Global Alliances teams to ensure regional needs are met
- KPI Tracking: Be accountable for key performance indicators (KPIs) including partner-influenced revenue, co-sell pipeline, certifications and accreditations achieved, and new solution launches
- Process Improvement: Drive continuous improvement in joint selling processes (e.g., deal registration, handoffs, qualification) to increase efficiency and maintain a high standard of partner engagement
Our take
ServiceNow provides cloud-based solutions that define, structure, manage, and automate services for enterprise operations, transforming old, manual ways of working into modern digital workflows. The company was founded in 2004 with a vision to build a cloud-based platform that would enable regular people to route work effectively through the enterprise.
Much as Salesforce enables a company to manage its external clients by keeping a record of all contacts and interactions, ServiceNow promises an internal system to meet the needs of employees. It has succeeded in claiming half the market, setting itself apart from legacy IT service-management software players like BMC Software, Hewlett Packard Enterprise, Cherwell Software and CA Technologies.
The company's success comes from two product traits: simplicity and customisability. ServiceNow's IT tools don't require the IT department to set them up. Once running, they offer a single collection centre for requests, data points and checklists, all of which can in turn be analysed by algorithms to predict needs, flag concerns and measure efficiency.
The company has more than 7500 customers, including 80% of the Fortune 500 list of the United States' largest corporations. ServiceNow now looks to increase its revenue threefold in upcoming years and has entered into a 5-year partnership plan with Visa, beginning with the launch of a Visa-integrated dispute resolution solution for issuers. The company is prioritising organic growth over mergers and acquisitions, with a target revenue of $15 billion, something which its Visa partnership will no doubt aid in achieving.
Freddie
Company Specialist at Welcome to the Jungle
Insights
16% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Mar 2012
$11m
GROWTH EQUITY VC
Feb 2012
$17.9m
GROWTH EQUITY VC
Total funding: $83.8m
Company benefits
- Commuter benefits
- Annual learning stipends
- Work from home opportunities
- Generous family leave
- Matched donations
- Flexible PTO
- 401(k) matching
- Paid volunteer time
Company HQ
Santa Clara, CA
Leadership
Fred Luddy
(Founder & Chairman Of The Board)Previously Software Developer at Amdahl Corporation for 4 years and CTO at Peregrine Systems for 13 years.
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