Regional Partner Manager- Federal

ServiceNow

ServiceNow

Washington, DC, USA
Posted on Thursday, June 27, 2024

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™.

Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.

Job Description

What you get to do in this role:

The Regional Partner Manager manages relationships with our Partner Ecosystem across the AMS region. A large part of this role is to manage and nurture companies in the ServiceNow Partner ecosystem while also owning a strategy with partners to grow and mature their ServiceNow business and offerings, ultimately resulting in new sales opportunities and growth.

Additions:

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 close collaboration with our partners, developing joint value proposition and executing GTM plans, and especially enabling partners, and that is exactly where this role comes into play.

This s an exciting role that is accountable for the success of our AMS regional partners. This position requires a highly motivated individual with strong sales, communications and organizational skills who is eager to learn and become part of a rapidly growing company and team.

This team is at the forefront of driving ServiceNow’s growth to $15B and beyond, working closely with the partner ecosystem. The Regional Partner Management team is focused on the overall partner management and joint GTM and activities with a portfolio of partners.

The successful candidate will possess deep knowledge of partner practices, initiatives and priorities, good understanding of ServiceNow value proposition, excellent program management skills and ability to drive measurable outcomes.

This individual will also need to be adept at internalizing the global ServiceNow GPC mission and transformational operating model principles to enable & accelerate ServiceNow growth.

Primary Focus:

· Qualify, develop, and execute new sales opportunities and manage ongoing revenue streams. Pipeline management, sales process management including effective forecasting and deal closure with service provider partners

· Become the trusted advisor to the Partners by understanding their existing and planned roadmap and capabilities and ability to drive the ServiceNow value proposition with customers

· Building Partner Practices through business plan development, account planning, partner expectation management, industry/regional/product focus. Sell, solve, bring growth.

· Planning for Success through Partner achievement target agreement, capacity planning, growth investment, points earning roadmap.

· Managing the ecosystem through readiness assessment scoring, milestone achievement by partner, roadmap sessions for success, regular ecosystem evaluations, tiering progress, acquisitions targets, health analysis, metrics reporting.

· Drive ecosystem governance through execution plans, reporting and dashboard preparation, global interlocks with other regions.

· Develop Standard Operating Procedures (Business Planning Guides, Enablement Journeys, etc.)

· Communicate partner programs' requirements and benefits across the ecosystem and encourage full adoption of ServiceNow’s Partner Program

· Work with ServiceNow Partner Operations and Partner Enablement to ensure reporting and best practice is being accomplished

· Develop partner business plans and roadmaps and conduct quarterly and bi-annual business reviews

· Approximately 10% travel

Qualifications

For positions in the District of Columbia, we offer a base pay of $ 70,140-$ 108,660, 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.

  • The ideal candidate will have 5 years of prior closing sales experience preferably within the federal sector.
  • Knowledge of and experience working with service providers, system integrators, resellers, & independent software vendors landscape is a must.
  • Proven skills in building GTM plans for channel and partner organizations
  • Ability to engage directly in the sales cycle on joint ‘must-win’ pursuits/opportunities as well as facilitate joint engagement as and when necessary
  • Diligence in measuring and communicating progress to achieve targeted results, identifying obstacles and associated remediation plans.

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 [email protected] 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.

Please Note: Fraudulent job postings/job scams are increasingly common. Click here to learn what to watch out for and how to protect yourself. All genuine ServiceNow job postings can be found through the ServiceNow Careers site.

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