Full-Time Global Partner Business Development Sr Manager
ServiceNow is hiring a remote Full-Time Global Partner Business Development Sr Manager. The career level for this job opening is Senior Manager and is accepting Santa Clara, CALIFORNIA based applicants remotely. Read complete job description before applying.
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This role is part of Service Now's Global Partner and Channels (GPC) organization, dedicated to enabling and accelerating rapid growth through NOW's partner ecosystem. As a Global Partner Business Development Sr Manager for Embedded Solutions, you will lead sales and business development efforts for large, differentiated, innovative embedded solutions. Collaboration with large Service Providers is key (think partner's managed services platform powered by ServiceNow). The ideal candidate possesses executive gravitas, a strategic mindset, thinks like a CxO, and has a proven track record of qualifying, creating, and selling comprehensive IT solutions, especially in the managed services space.
What you get to do in this role:
- Develop and execute a strategic sales plan to drive growth through existing and new large, embedded managed services solutions.
- Pro-actively identify whitespace areas to penetrate NOW as the de-facto platform within Partner's IP (products, platforms, etc.) to help drive wallet share expansion and TAM penetration.
- Provide visionary leadership to shape partner executive thinking to achieve mutual long-term growth objectives via an embedded motion on NOW.
- Collaborate with partner executive leadership and business unit owners to align on the long-term roadmap around managed services platforms/solutions.
- Identify and evaluate potential opportunities for large Embedded pursuits, leading the journey from identification to launch and revenue realization with the partner.
- Engage cross-functionally with pre-sales and business units for opportunity discovery.
- Oversee the entire sales cycle from identifying and qualifying to closing large complex deals, ensuring a consultative and solution-based approach.
- Present and demonstrate solutions to partner C-level executives and decision-makers, articulating the value of ServiceNow and ROI.
- Lead Partner EBCs by working closely with cross-functional teams (workflow BUs, technical consultants, marketing, enablement) to showcase NOW capabilities around targeted use cases.
- Collaborate internally across finance, deal desk, pricing, and other teams and with the partner to define the deal construct, including unique commercial models (pricing).
- Coordinate with partners to co-develop and bring innovative solutions to market (solution identification, market potential, solution design, build, launch, and track success).
- Rally a diverse team behind a common goal and lead without direct reporting relationships.
- Evaluate pursuits like a VC and channelize investments of ServiceNow resources based on potential.
- Possess an entrepreneurial or startup mindset to work with limited resources.
- Drive business case, ROI, and gain partner commitment to launch solutions.
- Achieve sales targets and key performance indicators.
- Continuously improve sales processes and strategies.
- Identify new Embedded pursuits in unexplored units.
Skills required
- Experience leveraging or critically thinking about how to integrate AI into work processes.
- Demonstrable track record of achieving and exceeding sales targets.
- 7+ years of IT sales experience.
- Focus on large, embedded solutions and strategic partnerships.
- Proven track record of aligning with partners.
- Proven track record of successfully selling complex IT solutions.
- Excellent communication, negotiation, and presentation skills.
- Strong ability to build and maintain relationships.
- Deep understanding of IT markets, technologies, and trends.
- Ability to travel as needed.
- Experience that will help you stand out:
- Experience of consultative selling into Global Partner BPO organizations, platform or product teams.
- Ability to have convincing conversations with Senior executives.
- Previous pre-sales experience.
- Experience leading tech adoption.
Compensation
Base pay: $123,900 - $204,480, plus equity (when applicable), variable/incentive compensation and benefits.
Additional information
Sales positions offer a competitive On Target Earnings (OTE) incentive compensation structure. Individual compensation varies.
Equal Opportunity Employer