Director of Global Partner Sales, ServiceNow
Infosys
$201.5-332.5k
+ Equity (when applicable), variable/incentive compensation
Cloud-based digital workflows for enterprises
Be an early applicant
Cloud-based digital workflows for enterprises
1001+ employees
Be an early applicant
$201.5-332.5k
+ Equity (when applicable), variable/incentive compensation
1001+ employees
Company mission
To transform IT to revolutionise the enterprise.
Role
Who you are
- Established operational relationships within the Global SI community
- Track record of consistent quota attainment & over achievement
- Strong strategic thinking including analytical and financial planning skills to meet and exceed quotas and goals. Knowledge of Global System Integrators, Resellers & Independent Software Vendors is a must
- Ability to engage directly in the sales cycle on joint ‘must win’ pursuits/opportunities, as well as facilitate joint engagement as and when necessary
- A strong background in sales or alliance partnerships gained within the Cloud/SaaS space, managing multi-million-dollar deals
- Align, localize and execute joint GTM strategy and multi-year regional business plans with Infosys, as well as ensuring development of compelling JOINT GTM value propositions aligned to NOW’s Primary Workflows
- Demonstrable track record of achieving and exceeding targets whilst managing a small number of large accounts or alliance partners, ideally with a next generation software company
- Clearly defined joint go-to-market initiatives with key NOW-Partner global exec sponsors with key milestones and progress tracking metrics & associated rigor to ‘inspect what we expect
- The ideal candidate will have 15+ years of prior global alliances and partner sales including business development in Enterprise Software and/or Cloud Services (including Enterprise SaaS) driving partner revenue & accelerated growth with & through SI-SP partners in collaboration with an enterprise sales force
- Prior experience of managing and developing a team, including defining respective roles/team scope, organizational priorities, and team strategy
- Proven skills building Go-to-market plans for channel and partner organizations
- Successful industry experiences working with the strategic systems integrators and service providers that utilize Software/SaaS, embedded in their Service Offerings
- Is goal-oriented and confident, with aptitude and desire to work with high-performing teams. This individual must demonstrate an ability to operate in a highly collaborative environment and fosters a “win as a team” environment
- Diligent at measuring and communicating progress to achieve targeted business results, identifying obstacles and associated remediation plans
- Past experience and relationships with major SI’s, ISV’s, Managed Service Providers, Value Added Resellers and experience with leading software, Cloud & SaaS organizations required
- Bachelor’s degree and/or MBA degree is a strong plus
What the job involves
- ServiceNow is currently seeking a Director, Global Partner Sales to run one of our largest Global Elite Partner, Infosys
- This position is a high-profile growth opportunity that demands a highly motivated individual with strong leadership, sales, communications, and organizational skills and is eager to learn and become part of a rapidly growing company
- The Director, Global Partner Sales, Infosys will lead a global partner sales team to drive and generate new business sales revenue in a Service Provider “sell-to” and “sell through” motion
- This will be achieved by territory planning, account planning, forecasting, using business development techniques and field-based sales activities and engaging with the ServiceNow ecosystem to ensure success in generating revenue opportunities
- This individual will possess the qualifications to adapt the ServiceNow Global Partner Organization mission & transformational operating model principles to enable & accelerate NOW growth to $20B+ with and through the Service Provider and Resale Route to Market
- Own and grow the Infosys Global Service Provider business as the primary focus, aligned to work cohesively with the Global Partner leader for Infosys
- Ability to lead and motivate a global partner sales team to ensure Infosys revenue growth, out of the box thinking & goal achievement
- Achieve global sales quotas with Infosys on a quarterly and annual basis
- Aide in developing a sales strategy in the assigned vertical / territory with a target prospect list, and a regional sales plan
- Prospect qualification, development and execution of new sales opportunities and ongoing revenue streams
- Tailoring the ServiceNow value proposition to prospects based on in-depth research of specific business conditions and drivers
- Pipeline management, sales process management including effective forecasting and opportunity closure
- Develop comprehensive joint go-to-market Business plans with the Global Partner Leader, Infosys leveraging all aspects of executive alignment, business planning, execution, and metrics-driven governance
- Arranging and conducting initial product demonstrations and presentations that are tailored to the prospect and focusing on their business drivers and use cases
- Ongoing account management to ensure partner satisfaction and to drive additional revenue streams
- Being the trusted advisor to the partner by understanding their existing and future partner road map to drive the ServiceNow solutions within different partner BU’s and the marketplace
- Building and maintaining relationships with key partner executives and decision makers
- This leader will be responsible for joint selling and lead the effective collaboration of “large deal level” strategies & tactics between sales and partners at both new and existing customers to drive new logos & NNACV ‘Sourced-Influence’ revenue
- Develop world class business plans with associated QBR governance & exec sponsorship with the partner to include committed targets & shared metrics
- Manage potential field conflicts and develop aligned approaches and resolutions at Executive levels
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
Few candidates hear
back within 2 weeks
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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