Job Description

Global Security Strategy Partnership Business Development Manager

Solution Sales is on a journey to innovate across ServiceNow’s go-to-market (GTM), delight our customers, and fuel our unparalleled climb to $16B. We are moving fast, and with this rapid scale and dynamic growth we are hiring a Business Development Manager aligned to our Security Operations product suite. 

As a Business Development Manager for our Security team, you will play a pivotal role in helping AMS and EMEA sales leadership define, shape and execute the Security GTM strategy within their business. You will help role out initiatives that contribute to market success of ServiceNow's Security Operations products and will work closely with Major Area leadership to define and execute Go-To-Market (GTM) priorities including growth, upsell/cross sell motions, and health/adoption focus.

In this role, you will specifically help drive NNACV and customer expansion for our Security ecosystem technology partnerships, creating new revenue streams for ServiceNow.  You will bring together  and drive cross-functional collaboration to execute strategic initiatives and contribute to our continued growth.  You’ll be the primary interface to connect sales cycles between ServiceNow and the strategic resell for our technology partners.  You’ll design and execute sales campaigns that will capitalize on our joint selling market opportunity and increase customer satisfaction.  This role requires a seasoned professional with sales leadership, business development, strategy and operations expertise.

This position comes with the opportunity to play a pivotal role in growing the business and driving lasting impact for the organization.The ideal candidate is a proven seller, expert at partnering with field teams, a superb relationship builder, and an intellectually curious individual who can develop trust with senior leaders and stakeholders across the organization. The candidate must be able to combine GTM expertise, product/market knowledge and sales GTM excellence to drive action and deliver results.

What you get to do in this role:  

• Develop our reseller operating model, from strategy to playbook to execution.
• Work with and thru our technology partners to establish sustainable support models for deal cycle product and technical support; models that don’t rely on our internal business unit teams for support.
• Analyze existing customer install base to identify and prioritize opportunities for joint upsell, cross-sell, and new logo acquisition campaigns.  You’ll craft those plans in tight alignment with the objectives of each technology partner resell opportunity.
• Partner closely with SecOps Specialist teams and with core teams to execute sales cycles and close new business.
• Collaborate externally with selling teams aligned to our external technology partners, and coordinate internally to achieve cohesive joint sales campaigns with ServiceNow core field teams.
• Develop and execute growth strategies at a Major area level in conjunction with adjacent functional leaders (Field Sales and Pre-Sales Leadership, Marketing, Alliances & Channels, Professional Services and Sales Operations teams) to effectively GTM.

• Own the multi-quarter business performance view, continuously track & monitor key metrics to ensure success, recommend course correction & success initiatives for our technology partnership GTM.
• Bridge market insights and intelligence to shape product pricing & packaging for GTM success. Inform the BU (Business Unit) and partnership integration roadmap based on customer & market insights.

• Define and drive cross functional programs that empower sales and solution consulting teams to drive Security Operations sales, adoption and customer success.
• Help build, manage and report on the Security Operations resell forecast and pipeline to the business with sales leadership.
• Partner with our Global Partner and Channel organization to influence the evolution of additional technology partnerships within the Security space.
• Monitor industry developments, competitor activities, emerging trends, potential business opportunities, and customer requirements to provide feedback and insights that inform product managers and leadership.
• Help coach the core teams with foundational specialty solution area knowledge to identify specialty solution opportunities and help manage the sales cycle. 

• Define enablement priorities, expand field domain expertise, uplevel competitive readiness.
• Facilitate best practice sharing between field teams and support a strong virtual community of interest around Security Operations technical partnerships.

Qualifications

To be successful in this role you have:

• Deep sales, market and product knowledge relating to Security Operations, with proven enterprise software sales experience in a large, global matrixed sales organization.
• Bachelor's degree in business, IT or related discipline.
• 10+ years experience in technical consultative selling, account management, or sales strategy roles.
• Proven track record in business development and strategic planning with VP level leadership
• A strong drive for results and ability to collaborate and influence.
• Strong leadership and cross-functional collaboration skills.
• Willingness to travel 30-50% of the time.

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