Partner Acceleration Manager - Sales Engagement

Company Description

At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can't wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you.

With more than 7,700+ customers, we serve approximately 85% of the Fortune 500, and we're proud to be one of FORTUNE 100 Best Companies to Work For and World's Most Admired Companies.

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Job Description

As a Regional Partner Manager, you will help support our transformational vision: 'Partner Success' is synonymous with 'Customer Success' in accelerating Digital Transformation and predictable outcomes for our partners.

The Sr. Regional Partner Manager is aligned to a focused regional territory to lead Co-sell/Co-delivery and "Sourced" NNACV. You will produce new business in logo accounts, and ensuring our partners help provide successful projects within your territory or region. You will work with Field Sales, Solution Sales specialists, Pre-sales, and the Customer Outcome teams to grow the pipeline.

You will be empowered to develop a joint go-to-market Territory plan featuring ServiceNow enabled service and workflow offerings. Strategies will feature "Sourced and Partner Impacted" NNACV, showcase wins and capacity metrics, and reflect regional Marketing plans and engagement with other ServiceNow sales solutions teams. Success will be measured by achievement of sales quotas for allocated accounts or territory on a quarterly and annual basis.

What you get to do in this role:

• Work with ServiceNow partners to produce new business.

• Ensure our partners help provide successful projects to customers.

• Support joint sales pursuit activities to guide field interlock resulting in "Sourced" NNACV.

• Accelerate account growth through joint go-to-market plans in consideration of ServiceNow's four C requirements: Capacity, Capability, Competency, and Customer Success.

• Ensure Alliance operational thoughtfulness, consistency and business review governance with ServiceNow and executive partners from regional partners.

• Develop capacity plans to assure partners are well positioned to sell the value of the Now Platform and to provide successful customer implementations (through proper competencies, certifications, and committed co-delivery plans).

• Work with Marketing teams on both sides to build joint closed-loop demand generation plans (Partner Prospecting Days, CxO Roundtables and joint events).

• Ensure the Partner strategy is following Value Selling (i.e., Value Prompter) and Now Value principles.

Qualifications

Required Attributes:

• Experience with solution or outcome selling, ideally aligning to a Value Framework.

• Proactive, self-motivated and self-directing; able to drive deliverables and results which involves people who do not always report to you while maintaining positive relationships

• Ability to interact with and influence a wide range of employees including senior management.

• Ability to collaborate with stakeholders to continue to refine and evolve existing approaches

• Strong understanding of product marketing and development teams with the ability to translate into field ready assets

• Ability to listen and diagnose enablement issues to effectively recommend strategies to optimize performance.

• Ability to clearly communicate and influence key stakeholders around enablement strategies with curiosity

• Growth mindset and ability to leverage the knowledge of the broader organization

• Ability to work well under pressure and meet deadlines.

Experience:

• 5 or more years of related experience in sales and/or partner engagement.

• Sales experience optimal

For positions in the Bay Area, we offer a base pay of $114,540 - $189,060, 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 (subject to eligibility requirements). Compensation is based on the geographic location in which the role is located, and is subject to change based on work location.

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.

At ServiceNow, we lead with flexibility and trust in our distributed world of work. Click here to learn about our work personas: flexible, remote and required-in-office.

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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