Global Partner Seller - Hcl (Ams)

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Position Reports to:  Global Partner Leader (HCL)

ServiceNow is currently seeking a Global Partner Seller - HCL (AMS) to join the Alliances and Channel Ecosystem (ACE) team to run one of our Largest Global Partnership with HCL in AMS. This position is a high-profile growth opportunity that demands a highly motivated individual with strong leadership, sales, communications, and organizational skills and is eager to learn and become part of a rapidly growing company.

At ServiceNow, we are creating a vibrant, world-class Global Partner Ecosystem to enable and accelerate growth to $16B+. As part of the Global Partner organization, this role will have responsibilities for generating net new sales revenue with a one of our Elite Partner, HCL across the AMS markets.

The GPS - HCL will provide sales leadership to the Global Partner Management team to drive and generate new business sales revenue via “sell-to”, “sell with” and “sell through” motion. This will be achieved by territory planning, account planning, forecasting, using business development techniques and field-based sales activities within HCL and engaging with the ServiceNow ecosystem to ensure success in generating revenue opportunities and effective management and closure of sales opportunities. This qualified individual will also collaborate with a world class cohort of global-regional team of partner Alliance members and drive the unified partnership program to achieve License adoption and revenue growth and enhance our ability to deliver an exceptional customer experience.

This individual will possess the qualifications to adapt the ServiceNow Global Partner Organization mission & transformational operating model principles to enable & accelerate NOW growth to $16B+ with and through different Routes to Market.

Primary Responsibilities

• Achieve sales quotas for allocated territory on a quarterly and annual basis.
• Interface to the global team and stakeholders in time zone including visibility of contract renewals and de-bookings; Pipeline management and forecasting.
• Cross Sell and Upsell on existing MSP accounts to accelerate pipeline.
• Align offerings and solutions with regional GTM and interlock with global GTM plans including solution and industry focus.
• Educate field AEs on differentiation of the HCL partnership so they can provide more informed decisions to customers. Qualify, develop, and execute new sales opportunities and existing revenue streams.
• Conduct in-depth research of HCL’s needs, business conditions, and drivers in AMS to tailor the ServiceNow value proposition.
• Engage with HCL Service Line Sales and Client Partners to identify potential opportunities and subsequently engage with NOW-Field team to structure a win-win MSP Proposition
• Support prospect qualification, development & execution of new sales opportunities across various RTM.
• Ability to accelerate license consumption and adapt to challenging scenarios / problem statements.
• Help build the ServiceNow practice within HCL to extend beyond Cloud and Infrastructure. Help elevate their delivery capability matrix across industry solutions.
• Leverage the global RTM segmentation and coverage model in AMS to include alignment and execution of the global Partner Program principles and guidelines (in close collaboration with Global Partner Seller, Regional ACE Leadership and SRAM’s).
• Develop comprehensive joint go-to-market Business plans with HCL in AMS leveraging all aspects of executive alignment, business planning, execution, and metrics-driven governance.

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 HCLspecific to AMS.
• Develop world class business plans with associated QBR governance & exec sponsorship with HCL to include committed targets & shared metrics.
• Manage potential conflicts and develop cross functional stakeholder aligned approaches and resolutions at Executive levels.

Requirements:

• Established operational relationships within the Global SI community. (HCL experience preferred)
• Track record of consistent quota attainment & over achievement
• Strong strategic thinking including analytical and financial planning skills to meet and exceed quotas and goals. Knowledge of System Integrators, Resellers & Independent Software Vendors is a must.
• Ability to engage directly in the sales cycle on joint ‘must win’ pursuits/opportunities, as well as facilitate joint engagement as and when necessary.
• A strong background in sales or alliance partnerships gained within the Cloud/SaaS space, managing multi-million-dollar deals.
• Align, localize, and execute joint GTM strategy and multi-year regional business plans with HCL, as well as ensuring development of compelling joint GTM value propositions aligned to SN’s Platform Story
• Demonstrable track record of achieving and exceeding targets whilst managing a small number of large accounts or alliance partners, ideally with a next generation software company.
• Clearly defined joint go-to-market initiatives with key NOW-Partner global exec sponsors tracked with key milestones and progress metrics & associated rigor to ‘inspect what we expect’.

To be successful in this role you have:

• The ideal candidate will have 12+ years of prior global alliances and partner sales 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.
• Proven skills building Go-to-market plans for Channel, SI and partner organizations.
• Successful industry experience working with the strategic systems integrators and service providers that utilize Software/SaaS, embedded in their Service Offerings
• Is goal-oriented and confident, with aptitude and desire to work with a high-performing team. This individual must demonstrate an ability to operate in a highly collaborative environment and fosters a “win as a team” environment.
• Diligent at measuring and communicating progress to achieve targeted business results, identifying obstacles and associated remediation plans.
• 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 and/or MBA degree is a strong plus.

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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