Job Description
- Recruit, onboard and develop committed, scalable resellers regionally. Gather market data and identify untapped market potential.
- Develop a 3 year thorough Sell through plan for ServiceNow with yearly milestones (Sell Through Strategy, Resource plan etc)
- Continually assess, clarify, and validate partner needs. Track, measure and report-out on channel effectiveness against targets and adjust programs and strategies as necessary.
- Understand our partners’ businesses and develop strategies and incentives to make them more profitable through our partnership.
- Work cross-functionally internally to ensure messaging alignment, operational coordination, and evangelization of partner strategy.
- Partner with marketing & Partner Program team to ensure the execution of programs and events to drive channel leads, pipeline, and deal progression. Develop joint messaging and value propositions that highlight mutually beneficial relationship and value to end customer, along with repeatable sales enablement programs and toolkits.
- Works with Partner Managers across GEO/AREA to drive scale & growth in Commercial Segment
- Coordinate and conduct sales and technical training for partners and internal sales teams.
- Balance our internal services team for quality and program development with external partners for service delivery and scale
- Manage direct/channel conflict by fostering excellent communication between the channel and direct teams.
- Ensures partner compliance with Partner programs and agreements.
- Participate in a partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
- Identify partner GTM &/or Offerings; working with partner sales resources, services, marketing, etc. develop & launch offerings to point of incremental join revenue achievement.
Qualifications
To be successful in this role you have:
- Demonstrated progressive channel leadership experience within the software industry.
- Experience building and managing channel programs in multiple regions around the Americas, EMEA, APAC or Japan Regions
- Demonstrable track record of success in worldwide channels strategic planning, owning sales targets and managing sales forecast.
- Experience in a high-growth company. Strong ability to interact and influence effectively with C-level executives and team members
- Record of recruiting and enabling top talent.
- Ability to quickly understand technical concepts and explain them to audiences of varying technical expertise.
- High caliber, dynamic personality.
- Excellent time management and written/verbal communication skills.
- Ability to travel as needed
- You share our values, and work in accordance with those values.
For positions in New York State (outside of New York City), we offer a base pay of 137,340 to 226,620, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located, and is subject to change based on work location.
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