Global Partner Business Development Director, ServiceNow
Embedded Solution Sales
$143.5-236.8k
+ Variable/incentive compensation & ESPP. Salary applicable to candidates outside of the Bay area only
More information about location
Cloud-based digital workflows for enterprises
Be an early applicant
Cloud-based digital workflows for enterprises
1001+ employees
Be an early applicant
$143.5-236.8k
+ Variable/incentive compensation & ESPP. Salary applicable to candidates outside of the Bay area only
More information about location
1001+ employees
Company mission
To transform IT to revolutionise the enterprise.
Role
Who you are
- The ideal candidate will have executive gravitas, a strategic mindset, think like a CxO, and have a proven track record of qualifying, creating, and selling comprehensive IT solutions especially in managed services space
- 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
- Demonstrable track record of achieving and exceeding sales targets especially in managed services
- 12+ years experience in IT sales with a focus on large, embedded solutions and strategic partnerships in the GSI space
- Proven track record of aligning with the partner to re-platform existing large managed services platform on a SaaS solution
- Proven track record of successfully selling complex IT solutions to C-level executives and large enterprises
- Excellent communication, negotiation & presentation skills
- Demonstrated ability to build and maintain relationships with strategic partners
- Deep understanding of IT markets, technologies, and trends
- Ability to travel as needed to meet with partners
Desirable
- Experience of consultative selling into Global Partner BPO organizations & Platform or Product teams, within the likes of Accenture, Deloitte, KPMG, EY, NTT, Wipro, Cognizant and others
- Ability to have convincing conversations with Senior executives in BPO organizations about the benefits of transforming their existing software assets, platforms, products & SP assets to the ServiceNow platform
- Previous pre-sales experience engaging with BPO leadership in large SIs, and top tier consultancy partners
- Experience leading tech adoption, driving build motion, launching & monetizing assets on software platforms or stacks
What the job involves
- This role is part of Service Now’s Global Partner and Channels (GPC) organization, dedicated to enabling & accelerating rapid growth through NOW’s partner ecosystem
- As a Global Partner Business Development Director for Embedded Solutions, you will be responsible for leading the sales and business development efforts for large, differentiated and innovative embedded solutions in collaboration with our largest Service Providers (think partner’s managed services platform powered by ServiceNow)
- Develop and execute a strategic sales plan to drive growth through existing and new large, embedded managed services solution offered by the partner that can be re-platformed or build on ServiceNow
- Pro-actively identify whitespace areas to penetrate NOW as the de-facto platform in Partner’s IP (Products, platforms etc.) to help drive wallet share expansion and TAM penetration
- Provide visionary leadership to shape the thinking of partner execs to achieve mutual long term growth objectives via an embedded motion on NOW
- Collaborate with partner executive leadership and targeted business unit owners to align on the long-term roadmap around managed services platform/solutions
- Experience in identifying & evaluating potential opportunities for large Embedded pursuits & leading the journey from identification to launch & revenue realization with the partner
- Engage Cross functionally with pre-sales and BU verticals for opportunity discovery
- Oversee the entire sales cycle from identifying, qualifying to closing large complex deals, ensuring a consultative and solution-based sales approach
- Present and demonstrate solutions to partner C-level executives & decision makers, articulating the value of ServiceNow & ROI
- Lead Partner EBCs by working closely with cross functional teams, including workflow BU’s, technical consultants, marketing, and enablement to showcase NOW capabilities around very targeted use cases as part of the embedded solution/managed services roadmap and to dive deeper technically as needed
- Collaborate internally across finance, deal desk, pricing and other teams and with the partner to define the deal construct including any unique commercial model (pricing and others) to establish deal commitment
- Coordination with your partner to co-develop and bring innovative solutions to market inclusive of solution identification, market potential, solution design, build, launch & track success
- Ability to rally a diverse team behind a common goal & lead without necessarily having reporting relationships with the cross-functional team involved
- Ability to evaluate the different pursuits like a VC & channelize investments of ServiceNow resources based on potential
- Entrepreneurial or Startup mindset to work with limited resources and creatively deploy available resources for maximising revenue
- Drive business case, ROI and gain partner commitment to launch solution
- Achieve sales targets and key performance indicators
- Continuously improve sales processes and strategies to enhance efficiency & effectiveness
- Identify new Embedded pursuits in unexplored units
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 values
- Win as a team
- Innovate and execute
- Stay hungry and humble
- Deliver customer success
Company HQ
Santa Clara, CA
Articles
Leadership
Fred Luddy
(Chairman Of The Board)Previously Software Developer at Amdahl Corporation for 4 years and CTO at Peregrine Systems for 13 years.
Diversity, Equity & Inclusion at ServiceNow
- Enabling and empowering our people: We use rich learning programmes to equip employees with inclusive mindsets and skills, and we build equitable processes across our entire talent ecosystem
- Engaging our communities and allies: We make space to listen, share openly and engage in respectful dialogue. We extend into our communities through civic engagement, digital literacy and non‑profit support
- Building diverse talent and hiring inclusively: We grow stronger together by developing and advancing individual talent and by improving representation at all levels.
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