Alliance Lead-ServiceNow

Role Overview:

As the ServiceNow Alliance Lead for Inspira Enterprise Inc., you will be the architect of our strategic partnership. You will lead the "sell-to, sell-with, and sell-through" motions with a specific focus on the US market. Your mission is to integrate our industry-leading cybersecurity solutions into the ServiceNow ecosystem, specifically within SecOps, IRM/GRC, and ITSM, to drive multi-million dollar revenue growth.

Key Responsibilities

1. Strategic Alliance Growth

• Joint Business Planning (JBP): Develop and execute a multi-year strategic roadmap with ServiceNow leadership, aligning our cybersecurity product portfolio with ServiceNow’s "Protect" and "Security" workflows.
• Pipeline Management: Drive partner-originated and partner-influenced revenue targets, ensuring a robust pipeline of joint opportunities across US enterprise and public sector accounts.
• Tier Advancement: Oversee all metrics required to maintain and elevate our partner status, including CSAT scores, Certification Credits, and ACV growth.

2. Ecosystem Engagement & Influence

• Executive Presence: Serve as the primary point of contact for ServiceNow’s Global/Regional Alliance Directors and Executive Sponsors.
• Market Positioning: Position our firm as the "Top of Mind" partner for ServiceNow’s direct sales force by highlighting unique cybersecurity differentiators.
• Incentive Optimization: Manage and maximize partner rebates, Marketing Development Funds (MDF), and referral programs to ensure high ROI.

3. People Leadership & Cross-Functional Orchestration

• Team Mentorship: Lead and scale a team of high-performing Alliance Managers, transitioning them from transactional coordination to high-value strategic influence.
• Technical Synergy: Collaborate with the CISO and Product Engineering teams to ensure our technical offerings are validated and successfully listed on the ServiceNow Store.
• Sales Alignment: Bridge the gap between internal sales teams and ServiceNow’s sales organization to facilitate co-selling success.

Required Qualifications

• 15+ Years in Alliance Management: Proven track record in the enterprise software or IT consulting space, specifically managing Tier-1 global partnerships.
• 5+ Years in Leadership: Experience managing and developing teams of senior professionals in a high-growth environment.
• Cybersecurity Domain Expertise: Deep understanding of the cybersecurity landscape (SOC, Vulnerability Management, GRC) and its mapping to ServiceNow modules.
• US Market Acumen: A strong existing network within the ServiceNow US sales organization.
• Education: Bachelor’s degree in Business, Marketing, or Technology; MBA preferred.

Core Competencies

• Strategic Vision: Ability to see the "big picture" of how two global entities can create a value proposition.
• Negotiation & Diplomacy: Skilled at navigating complex partner conflicts and resource prioritization.
• Analytical Thinking: Data-driven approach to tracking KPI performance and alliance health.