Primary focus
Achieve sales quotas for allocated territory on a quarterly and annual basis by:
· Own and grow the Global System Integrator business with Global lenses & applying principles of two in a box & east west collaboration
· Develop comprehensive joint go-to-market Business plans with the global SI partners leveraging all aspects of executive alignment, business planning, execution and metrics-driven governance
· Qualify, develop and execute new sales opportunities and ongoing revenue streams for prospects by developing relationships in the GSI community.
· Interface with global teams including managing APJ stakeholders in time zone including visibility of contracts renewal and de-bookings, pipeline management and forecasting.
· Accelerate building partner offerings & solutions with an industry focus.
· Conduct in-depth research of partner needs, business conditions, and drivers in order to tailor the ServiceNow value proposition.
· Provide support for ‘Selling To’ the Strategic Partner’s CIO office to leverage ServiceNow for scaling “Customer Zero” initiative.
· Support Prospect qualification, development & execution of new sales opportunities.
. Strategize with partners to build a world class ServiceNow practice and help elevate their delivery capability matrix.
· Develop, execute joint pursuit plans and transformation initiatives with key client executives, GPC Partner Managers and Solution Consultants to create new sources of ‘Client 0’ revenue growth via two primary sales motions (Sell to IT & Design In for next-Gen IP based managed services) with and through a Service Provider delivery model.
Additional Responsibilities:
- This individual will be responsible for joint selling and lead the effective collaboration of “deal level” strategies & tactics between sales and partners at both new and existing customers to drive new logos & NNACV ‘Sourced-Influence’ revenue.
- Work strategically to identify new industry specific ‘use cases and solutions’ with key partners.
- Develop world class business plans with associated QBR governance & exec sponsorship with the targeted global partners to include committed targets & shared metrics.
- Align, localize and execute joint GTM strategy and multi-year regional business plans with targeted partners in the partner community, as well as ensuring development of compelling JOINT GTM value propositions aligned to NOW’s Primary Workflows
- Demonstrable track record of achieving and exceeding targets whilst managing a strategic portfolio of partnerships.
- Clearly defined joint go-to-market initiatives with key NOW-Partner global exec sponsors with key milestones and progress tracking metrics & associated rigor to ‘inspect what we expect.
