Global Partner Manager, Americas

Job Description

This role is part of ServiceNow's Global Partner and Channels (GPC) organization, dedicated to enabling & accelerating rapid growth through NOW's partner ecosystem. As a Global Partner Seller you will play a key role growing business in the AMS region. This position is a sales role that demands a highly motivated individual with strong sales, communications, and organizational skills.

The Global Partner Seller will manage an existing sell-through revenue base with a designated/dedicated partner to ensure healthy growth in those accounts while also driving new opportunities that are led by the partner. This will be achieved by account planning, forecasting, using business development techniques, and field-based sales activities. Critical to this role:

• Achieve Net New Sell-through (service provider and resell) sales quotas for allocated partner on a quarterly and annual basis
• Interface with end customer account team and partner stakeholders across time zones to drive deal execution including executing contracts renewal and managing de-bookings.
• Pipeline management, sales process management including effective forecasting and opportunity closures.
• Driving end to end deal execution from order form creation, pricing, negotiation (supported by leadership) to signing the deal and proactively following up on any account receivable with respect to sell-through business with the partner.
• Arranging and conducting initial product demonstrations, EBCs, and presentations by collaborating with cross-functional teams (partner and field account) to drive prospecting and focusing on customers' business drivers and use cases along with the partner.
• Educate Field AEs on differentiation of partnership so they can provide more informed decisions to customers. Qualify, develop, and execute new sales opportunities and ongoing revenue streams.
• Ongoing account management to ensure partner satisfaction and to drive additional revenue streams underpinned by defined governance and QBR model.
• Become the trusted advisor to the partner by understanding their existing and future partner road map in IT managed services space with ServiceNow
• Building and maintaining relationships with key partner executives and decision makers
• Cross-sell and upsell in existing accounts and help expand Platform adoption.
• Manage potential field conflicts and develop aligned approaches and resolutions at Executive levels.
• Proactively manage renewals and true ups by working closely with the end customer account team and the partner with an objective to drive upsell and cross-sell into the account.

Qualifications

To be successful in this role you have:

• The ideal candidate will have 10+ years of prior global alliances and partner sales experience including business development in Enterprise Software and/or Cloud Services (including Enterprise SaaS) driving partner revenue & accelerated growth with & through SI-SP partners in collaboration with an enterprise sales force.
• Demonstrable track record of achieving and exceeding sales targets in sell-through motion (service provider/resell)
• Commercially astute, experience in developing business case and ROI together with partner.
• Ability to understand the "bigger picture" and the partners business drivers
• Ability to build strong relationships at all levels of both the partners organizations and internal ServiceNow Sales teams
• Is goal-oriented and confident, with aptitude and desire to work with high-performing teams. This individual must demonstrate an ability to operate in a highly collaborative environment and fosters a "win as a team" environment.
• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry.
• Diligent at measuring and communicating progress to achieve targeted business results, identifying obstacles and associated remediation plans
• Past experience and relationships with major SI's, ISV's, Managed Service Providers, Value Added Resellers and experience with leading software, Cloud & SaaS organizations required
• Bachelor's degree. MBA degree is a strong plus
• Experience working with Indian GSIs (Infosys, TCS, Cognizant, Wipro, HCL) is a strong plus; familiarity with their operating models, procurement cycles, and stakeholder structures accelerates time to impact in this role

For positions in this location, we offer a base pay of $130,650 - $190,000, 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.

Additional Information

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.