Job Description

The world of work is one of the most pressing issues that business leaders face today and, as the defining enterprise platform of the 21st century, ServiceNow is poised to be the platform of choice to tackle this critical imperative. But we will not do it without a robust partner ecosystem leading partner offerings and solutions and that’s exactly where this role comes into play. The ACE Partner GTM Execution, Manager will join our Partner Acceleration team and the Alliance & Channel Ecosystem (ACE) team who is at the forefront of driving ServiceNow’s growth to $15B and beyond.

The Partner Acceleration team has set a goal to drive profitable revenue through the identification and monetization of breakthrough Offerings with our broader partner ecosystem.  The Manager, Partner GTM Execution is an exciting role and is central to how we land and expand new Offerings across all ServiceNow sales channels including our SRAM, SI and broader global and regional field sales teams. 

The individual should have a track record of demonstrated cross functional exec collaboration in a high-profile software/services organization that required securing consensus on key initiatives & priorities against targeted outcomes.

At a business level, you will be working with ServiceNow stakeholders to create and execute against our most pressing GTM industries and business imperatives. You will also develop and deliver GTM initiatives, tools, and services to benefit NOW and the ecosystem and provide continual oversight of initiatives to improve adoption and market penetration.

You will be responsible for working jointly with Partner Acceleration leaders to translate their needs, monitor adoption and identify opportunities for improvement.

PRIMARY FOCUS:

• Continually partner with the Partner Acceleration GTM team, translate their needs, monitor adoption and identify opportunities for improvement
• Work with RPMs, SRAMs and SI key sellers to create story boards to educate field sellers and SC’s they support and prioritize based on the region they support
• Enable and coach regional partner managers, SRAMS and SI key sellers on solutions
• Set the standards in terms of how new GTM offerings need to be developed and executed
• Establish and build scalable and repeatable processes, standards and GTM plans for offerings
• Ensure adoption and compliance with GTM policies and procedures to ensure data integrity and avoid market reinvention
• Track pipeline/ACV across offerings in region through a consolidated regional dashboard
• Drive alignment with field/regional marketing to drive demand gen around offerings in region

OTHER RESPONSIBILITIES

• Create scalable KPIs and dashboards to determine accountability and need for improvement
• Lead other projects ranging from operational policy improvements, process optimization, and reporting systems integrations strengthening
• Translate financial and strategic plans into day-to-day processes, systems, and data
• Drive innovation and continual improvement of GTM activities
• Act as a strategic advisor to business stakeholders regarding GTM operations to help cultivate and entice the ecosystem to continually improve
• Work with ServiceNow ACE team members to execute plans in targeted markets
• Ensure effective and timely internal & external communication and coordination
• Create consistent messaging of team’s responsibilities, accountability and metrics
• Identify and report to Partner Success leader capacity red flags identified regionally
• Identify and report to Solution COE Leader new opportunities with RPM’s SRAM’s and SI teams based on market and competitive landscape in their respective regions
• Ability to engage with partners along with RAM’s in the sales cycle on joint ‘must win’ pursuits/opportunities, as well as facilitate co-sell & co-deliver opportunities with partners
• History of developing and executing partner go-to-market plans. Align, localize and execute joint GTM strategy with targeted partners around offerings.
• Work with regions to align with field sales, presales, enablement & services governance to ensure regional leadership input and feedback for ongoing refinement

 KEY SUCCESS METRICS:

• GTM adoption- goal in 2022 of >25% of total pipeline
• Process improvements – contractual agreements, ease of transacting
• Team engagement – buy in from all sellers and SC’s – total understanding of solution

Qualifications

•    5+ years of experience in GTM operations at a high growth technology-related environment •    Past experience working with System Integrators, Managed Service Providers, ISV software vendors and experience with Cloud & SaaS Professional Service organizations required •    Proven history of driving multiple complex projects at the same time to on-time completion in a fast-moving environment •    Critical thinker who drives business objectives and offers valuable and constructive feedback to improve processes •    Relentless curiosity, passion and teamwork ethos. •    Additional Information •    Clear, concise communication skills •    The ability to work independently and as part of a team, and bring a willingness to learn through design thinking and execution •    Excellent written and verbal English communication skills, including the ability to articulate and explain your design decisions •    Expected to demonstrate a high level of initiative, good sense of humor, and a “make it work” ethos •    Strong cross industry knowledge in the region •    Extensive business development experience with a thorough understanding of regional market requirements

Additional Information

ServiceNow is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status or any other category protected by law.

All new employees hired in the United States are required to be fully vaccinated against COVID-19, subject to such exceptions as required by law. If hired, you will be required to submit proof of full vaccination or have an approved accommodation, by your start date. Visit our Candidate FAQ page to learn more.

If you require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at talent.acquisition@servicenow.com for assistance.

For positions requiring access to technical data subject to export control regulations, including Export Administration Regulations (EAR), ServiceNow may have to obtain export licensing approval from the U.S. Government for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by the U.S. Government.

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WORK PERSONAS

Work personas are categories that are assigned to employees depending on the nature of their work. Employees will fall into one of three categories: Remote, Flexible or Required in Office. 

REQUIRED IN OFFICE

A required in office work persona is defined as an employee who is contracted to work from or aligned to a ServiceNow-affiliated office. This persona is required to work from their assigned workplace location 100% of the work week based on the business needs of their role.

FLEXIBLE 

A flexible work persona is defined as an employee who is contracted to work from or aligned to a ServiceNow-affiliated office and will work from their assigned workplace location roughly 3 days/week or less (generally around 40-60% of the work week). Flexible employees may choose to work the remaining working time from their workplace location or home. Flexible employees are required to work within their state, province, region, or country of employment.

REMOTE

A remote work persona is defined as an employee who performs their responsibilities exclusively outside of a ServiceNow workplace and is not contracted or aligned to a ServiceNow-affiliated office, including those whose place of work (pursuant to their terms and conditions of employment) is their home. Remote employees are required to work within their state, province, region, or country of employment.