Global Partner Seller, ServiceNow
$123-202.8k
+ Equity when applicable + Variable/incentive compensation + ESPP
Cloud-based digital workflows for enterprises
Open for applications
Cloud-based digital workflows for enterprises
1001+ employees
Open for applications
$123-202.8k
+ Equity when applicable + Variable/incentive compensation + ESPP
1001+ employees
Company mission
To transform IT to revolutionise the enterprise.
Role
Who you are
- This position is a sales role that demands a highly motivated individual with strong sales, communications, and organizational skills that is eager to learn and become part of a rapidly growing company
- The ideal candidate will have 5+ years of prior global alliances and partner sales experience 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
- Demonstrable track record of achieving and exceeding sales targets in sell-through motion (service provider/resell)
- Commercially astute, experience in developing business case and ROI together with partner
- Ability to understand the “bigger picture” and the partners business drivers
- Ability to build strong relationships at all levels of both the partners organizations and internal ServiceNow Sales teams
- 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. MBA degree is a strong plus
What the job involves
- This role is part of ServiceNow’s Global Partner and Channels (GPC) organization, dedicated to enabling & accelerating rapid growth through NOW’s partner ecosystem
- As a Global Partner Seller – Run (GPS-R), you will play a key role in managing an existing base of partner’s managed service provider business on ServiceNow
- The Global Partner Seller will manage an existing sell-through revenue base with a designated/dedicated partner to ensure healthy growth in those accounts while also driving new opportunities that is led by the partner
- This will be achieved by account planning, forecasting, using business development techniques and field-based sales activities
- Achieve Net New Sell-through (service provider and resell) sales quotas for allocated partner on a quarterly and annual basis
- Interface with end customer account team and partner stakeholders across time zones to drive deal execution including executing contracts renewal and managing de-bookings
- Pipeline management, sales process management including effective forecasting and opportunity closures
- Driving end to end deal execution from order form creation, pricing, negotiation (supported by leadership) to signing the deal and proactively following up on any account receivables with respect to sell-through business with the partner
- Arranging and conducting initial product demonstrations, EBCs, and presentations by collaborating with cross-functional teams (partner and field account) to drive prospecting and focusing on customers’ business drivers and use cases along with the partner
- Educate Field AEs on differentiation of partnership so they can provide more informed decisions to customers. Qualify, develop, and execute new sales opportunities and ongoing revenue streams
- Ongoing account management to ensure partner satisfaction and to drive additional revenue streams underpinned by defined governance and QBR model
- Become the trusted advisor to the partner by understanding their existing and future partner road map in IT managed services space with ServiceNow
- Building and maintaining relationships with key partner executives and decision makers
- Cross-sell and upsell in existing accounts and help expand Platform adoption
- Manage potential field conflicts and develop aligned approaches and resolutions at Executive levels
- Proactively manage renewals and true ups by working closely with the end customer account team and the partner with an objective to drive upsell and cross-sell into the account
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.
Salary benchmarks
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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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