Assistant Vice President Global Partner Lead, ServiceNow
DXC
$174.4-287.8k
+ Variable/incentive compensation + ESPP
Cloud-based digital workflows for enterprises
Be an early applicant
Cloud-based digital workflows for enterprises
1001+ employees
Be an early applicant
$174.4-287.8k
+ Variable/incentive compensation + ESPP
1001+ employees
Company mission
To transform IT to revolutionise the enterprise.
Role
Who you are
- The ideal candidate will have significant experience operating at the senior executive levels and have a solid understanding of the GSI’s business model
- A high business acumen is a must with the ability to translate how ServiceNow’s technology platform can enable the GSI’s go-to-market service offerings
- A high-energy candidate with diverse skill sets such as executive relationship building, strategy and business development, negotiation, problem solving and communications and who can operate at the executive levels should apply
- 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
- Excellent instincts and proven ability to interface
- Excellent instincts and proven ability to interface at Senior and C-levels with ease
- Global virtual team management experiences
- Holds self and others accountable to meet commitments
- Has developed multi-year strategic plans on a global scale
- A good understanding of the partner’s operating model
- Superior relationship building skills across internal and partner stakeholders
- Excellent executive communication and presentation skills
- Proven track record of exceeding performance objectives even in difficult situations
- Diligent at measuring and communicating progress to achieve targeted business results, identifying obstacles and associated remediation plans
- Experience and success operating within the Enterprise software market
- Fast paced, high growth company experience
- High business acumen with a sales, marketing, and solution development mindset
- Capable of performing and leading in a virtual and matrixed team environment
- Negotiation and conflict resolution skills
- Strategic mindset to see ahead to future possibilities and translate them into breakthrough strategies
- 10+ years in Global System Integrator alliance management or business development role within the enterprise software ecosystem
- Proficient with Microsoft Office productivity tools
- Bachelor’s Degree or equivalent, MBA a plus
What the job involves
- ServiceNow’s Global Partnerships & Channels organization is a key strategic pillar for the organization’s growth engine
- ServiceNow has become a strong partner with GSIs where both organizations are focused on accelerating ‘business value’ for our client's digital transformation initiatives
- We are looking for a dynamic senior leader that thrives in a fast pace working environment and can play an integral role in leading a team to manage and grow ServiceNow’s DXC relationship across the breadth of the DXC ecosystem
- Fulfilling this role means you will be managing the global relationship, strategy development and execution, and go-to-market functions for our GSI relationship
- A successful leader enables cross collaboration between ServiceNow and the GSI that accelerates our joint position within the market
- In this role you will develop and execute a multi-year global strategic joint business plan that drives all aspects of the partner relationship including: long and short term targets and priority alignment for both the Sell With and Sell Through motions, executive interlocks, business and relationship development, understanding partner and client priorities, and the ability to champion ServiceNow within and beyond the partner alliances team
- Lead a global team that consistently exceeds performance targets across multiple countries and time zones
- Presents and promotes ServiceNow’s value proposition and capabilities that enables the partner to build a profitable ServiceNow business. Accelerate Services innovation in targeted industries via compelling ‘Use Cases’
- Achieve financial targets as set out for the key Sell With and Sell Through motions
- Manage all relationship interlocks: executive, product development, marketing, and delivery
- Manage all facets of our joint GTM motions and pursuit activities and coordinate internal resources as required to deliver successfully (e.g., Marketing, Training)
- Ensure operational rigor including internal and external QBRs, senior executive alignment (e.g., CEO to CEO engagements) and C-suite updates
- Develop and execute joint solution development plans with emphasis on targeted industry markets. Work strategically to identify new industry and market use cases
- Regular communications that promotes the success of the partnership
- Lead regular business performance / relationship reviews with senior management
- Build and maintain activity and performance reports and dashboard
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
(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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