Industry Partner Offerings Lead

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 7,400+ customers, we serve approximately 80% of the Fortune 500, and we're on the 2021 list of FORTUNE World's Most Admired Companies®.

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ServiceNow continues to scale and drive transformation for Cloud/SaaS, Telco, and Media industries using the power of the NOW Platform. Helping our customers deliver better experiences to their customers, their employees and drive new business models in the new ‘Everything as a Service economy’ Our partners are a critical part of driving this transformation jointly with us by building offerings and solutions that utilize the capabilities of the NOW platform to drive this impact.

ServiceNow is seeking an Industry Partner Offerings Lead - Cloud/SaaS, Telco, Media working with our partners to define and implement joint go-to-market (GTM) strategies. This role is accountable for developing ServiceNow’s partner offerings strategy for the industry, activation of partners, ownership of partner heat-map by geo/segment, assisting with partner engagement for Product Line ‘use cases’, ‘industry segment’ roadmaps, TAM and Partner IP monetization scenarios with specific focus on development of new joint GTM business and commercial models with designated partners.

The Industry Partner Offerings Lead - Cloud/SaaS, Telco, Media will be part of a larger team comprised of Alliance and Channel sales, business development, solution development, and partner success resources. The team may go to market together to address a designated set of partners or work as an overlay to address partner opportunities on a regional or verticalized basis. Understanding of and ability to navigate the complex dynamics of technology organizations is a critical component in the success of this role.

• *Primary focus**:

• Own the Cloud/Saas, Telco, and Media industry markets and the partner ecosystem

• Help identify, ideate, cultivate, monetize and scale new partner offerings that address customers' highest priority needs

• Work closely and collaboratively with global & regional stakeholders (Alliance & Channels, Marketing, Industry GTM, Sales Directors) to drive pipeline and revenue growth through strategic partners and offerings

• *Additional Responsibilities**:

• Work strategically to identify new industry-specific ‘use cases and solutions’ with key partners and build the associated partner industry plan including joint GTM and marketing campaigns around key industry Offerings.

• Lead the effective collaboration of “deal level” strategies & tactics between field sales and partners at both new and existing customers to drive new logos and revenues

• Drive tight cross-functional alignment across key internal stakeholders such as our industry solutions team, product teams, Alliance & Channels global and regional teams.

• Work collaboratively with partner executives to jointly develop business plans with the associated governance & executive sponsorship.

• *Requirements**:

• Hands-on experience of the Cloud/Saas, Telco or Media industry verticals and the associated partner ecosystem.

• Network of industry SMEs in both partner and client environments.

• Ability to engage with partners in the sales cycle on joint ‘must win’ pursuits/opportunities, as well as facilitate co-sell & co-deliver opportunities with partners.

• Strong business development experience and history of developing and executing partner GTM plans.

• Must be a team player, with a “hungry and humble” mentality.

• Results-oriented

• *Qualifications Qualifications:

• 5+ years of experience in the Cloud/SaaS OR Telecommunications OR Media industry segments.

• Bachelor’s degree

• *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.

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