Director of GSI Partners North America, ServiceNow
Armis/Veza
$115-215k
Plus equity (when applicable), 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
$115-215k
Plus equity (when applicable), variable/incentive compensation & ESPP
1001+ employees
Company mission
To transform IT to revolutionize the enterprise.
Role
Who you are
- Minimum of 10 years working at Cybersecurity vendors and with their GSI Partners
- Minimum 4 years managing a team focused on GSI relationships, partner development, and go-to-market execution
- Proven track record of building and leading high-performing, revenue-focused teams in a partnership or channel environment
- Must have demonstrated relationships and knowledge of major GSI Partners including: Accenture, Deloitte, KPMG, IBM, Cognizant and other major GSIs
- Strong technical understanding of the cybersecurity landscape, vendors, and how ServiceNow Cyber and Risk fits into enterprise security architectures
- Excellent leadership and presentation skills with ability to engage and influence C-level stakeholders internally and externally
- Understanding and experience working in a complex, high-growth, matrixed organization with the ability to navigate competing priorities
- Sales acumen and full knowledge of sales cycles and how GSI Partners influence customer buying decisions across different selling stages
What the job involves
- We are seeking an experienced leader to serve as Director of GSI Partners for ServiceNow Cyber and Risk, responsible for owning and scaling our Global Systems Integrator partnership strategy across North America
- In this strategic leadership role, you will manage a team of GSI Partner Managers, develop and execute the overall GSI partnership strategy, build deep, trust-based relationships with GSI practice leaders, drive joint pipeline generation, and execute Joint Go-to-Market (JGTM) motions that deliver measurable revenue impact
- You will serve as the connective tissue between ServiceNow Cyber and Risk's product, sales, and marketing teams and our GSI partners' consulting, security, and delivery organizations, while leading your team to execute against ambitious partnership goals
- Recruit, develop, and lead a high-performing team of GSI Partner Managers, setting clear expectations for performance, accountability, and professional growth
- Coach and mentor your team on partnership strategy, pipeline generation, and revenue acceleration while ensuring they have the tools, training, and support to succeed
- Develop the overall strategy and target GSI Partners for ServiceNow Cyber and Risk across North America, aligned with company growth objectives
- Serve as Executive Sponsor for GSI Partners, as well as primary escalation point for all partnership-related matters and strategic initiatives
- Build joint business plans with each GSI partner and measure performance regularly to ensure mutual success and alignment on revenue targets and capability building
- Participate in Partner QBRs and drive performance improvements, tweaking execution where required and reporting back to entire Partner Team and executive leadership
- Collaborate with Sales and Service Leadership to ensure GSI Partners are working successfully and fully engaged in joint pipeline generation and customer delivery motions
- Work with Executive Team to align partnership strategy with company priorities and report status through regular executive-level QBR cadence
- Engage with Enablement and Partner SE teams to ensure proper tools, training, and support are in place and delivery and execution is working seamlessly with Partners
- Help RPM's with engagement of Strategic GSI Partners and ensure alignment on account strategies and co-sell motions
- Work with our Partner Marketing teams to build plans and ensure proper execution of joint events, campaigns, and track performance on any spend and activity
- Work closely with ServiceNow counterparts and teams to ensure coordinated effort and focus on the right GSI Partners and strategic initiatives
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 7,700 customers, including 85% of the Fortune 500 list of the United States' largest corporations. ServiceNow now looks to increase its revenue threefold in the 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 $15B, 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
- Generous family leave
- Matched donations
- Annual learning stipends
- Flexible PTO
- Competitive retirement plan
- Paid volunteer time
Company HQ
Santa Clara, CA
Salary benchmarks
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