Strategic Regional Alliances Manager, ServiceNow
Amazon Web Services Marketplace
$132.7-218.9k
Salary only applicable to San Francisco applicants. + Equity
More information about location
Cloud-based digital workflows for enterprises
Job no longer available
Cloud-based digital workflows for enterprises
1001+ employees
Job no longer available
$132.7-218.9k
Salary only applicable to San Francisco applicants. + Equity
More information about location
1001+ employees
Company mission
To transform IT to revolutionise the enterprise.
Role
Who you are
- Broad-based business and technology expertise with 15+ years in either direct sales, consulting, or alliance sales with a track record of driving successful business development activities
- Experience of working with organizations in multiple cities/verticals
- Experience working with multiple Sales teams driving and building the partner ecosystem
- Highly motivated and independent contributor
- High energy, enthusiasm, and passion for the business
- Business, Computer Science or Engineering Bachelor's degree
- Technical prowess and ability to represent the joint product offerings a plus
- ServiceNow platform and AWS Cloud Practitioner training a plus (not required)
- Strong track record of exceeding sales and partner sales revenue targets
- Sound business acumen skills; thrive in a fast-paced, dynamic work environment
- Strategic thinker who is able to blend consulting and business strategy to develop compelling plans for new partner initiatives
- History of successfully developing and leading multiple strategic partnerships
- Comfortable with complexity, and thinking on multiple levels of abstraction; demonstrates use of critical thinking techniques
- Multi-language speaker with excellent spoken and written communication, interpersonal, relationship building skills
- Ability to work both independently and with a team
- Ability to liaise with and motivate individuals at all levels of the AWS relationship
- Politically astute, good understanding of business, and able to ascertain key decision makers
- Demonstrated ability to drive significant partner sourced revenue with and through partnerships
- Comfortable working with multiple internal teams, from individual contributors to senior executives, as well as building/maintaining relationships with clients, partners, etc
- Excellent understanding of growing and sustaining businesses in a highly competitive and changing marketplace
- Willing and able to travel. Based on the West Coast
What the job involves
- We are seeking a highly motivated leader and team player to join the AWS Partner team to drive and support a plan to accelerate and scale the growth of our business
- You will work closely with Sales, Consulting & Implementation, Service Provider, and Build Partners
- This is a key and strategic role that requires a balance of sales, strategy and a roll-up your sleeves and 'get it done' attitude
- Success requires the execution of a plan to develop and accelerate the growth of revenue AWS both with our top accounts and to land net new customers
- You will demonstrate a strong business acumen, have outstanding communication skills and are able to effectively build relationships with partners and executive leaders in the partner ecosystem
- Create an AWS go-to-market business plan with the Area Sales leadership to drive sales growth with and through partners and then bring it to life
- Leverage your passion for driving sales results to close by influencing internal and AWS field reps, working with customers, presenting the value of the partnership, and evangelizing jointly innovated product offerings
- Build mindshare within AWS field sales leadership and account teams to drive sales opportunities
- Responsible for weekly pipeline reporting, progress updates, customer references, deal registration
- Work with marketing to plan events and drive customer engagement
- Serve as primary ACE touchpoint for field sales and partners sales when the partner is engaged and active on an account opportunity
- Ensure customers are at the center of everything. Deliver high-value outcomes for customers
- Ensure the Partner strategy is in line with Value Selling (ie: Value Prompter), NowSell principles and inclusive of Partner2Partner 3-way sales
- Tackle strategic projects to smooth hyperscaler adoption across ServiceNow inclusive of operations, finance, reporting, enablement, and deal desk
- Work with ServiceNow partners to generate new business in existing accounts and in new markets, as well as ensuring our partners assist in delivering successful projects in a defined territory or region
- Ensure ROI of partnership by remaining dedicated to key performance indicators as defined by the business
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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