全球合作伙伴管理 - 全球系统集成商
Global Partner Management - Global SI
#### 公司简介
一切始于工程师Fred Luddy为他的同事Phyllis编写了一段代码，自动化了一个繁琐的任务。她喜极而泣。这一时刻激发了Fred创建一家公司，让每个人都能摆脱琐事，专注于有意义的工作。如今，ServiceNow是企业转型的AI控制中心。我们的ServiceNow AI平台整合任何AI、任何数据和任何工作流，帮助85%的财富500强®企业更聪明、更快、更好地工作。我们正在打造一个以AI为核心的组织文化，让技术和人才携手不可阻挡地前进。而我们才刚刚开始。
加入我们，让AI为人们工作。
#### 职位描述
**职位简介**
这是一个高知名度、增长机会的职位，适合一位具备强大销售、沟通和组织能力的积极进取者。你将核心参与塑造全球SI合作伙伴关系，并在快速发展的公司中发展你的职业生涯。
成功候选人将负责高管对齐、全球商业计划和销售，通过“sell-to”、“sell-with”和“sell-through”策略推动并产生新业务。这包括行业对齐、产品与解决方案战略，以及与合作伙伴和服务现在生态系统进行基于现场的销售活动。你将确保运营和收入目标的成功执行。该职位需要领导一支世界级的全球区域团队，并直接与合作伙伴的销售和联盟领导层互动，以实现雄心勃勃的收入增长并提供卓越的客户体验。
**主要职责**
- **联合业务规划：** 制定联合业务计划，包括发布计划、赋能和联合营销计划。
- **全球战略与领导：** 作为有效的**全球领导者**，代表ServiceNow，推动战略规划，并领导全球合作伙伴战略的所有方面，包括战略、严谨性和执行。
- **关键倡导者：** 作为**关键倡导者**，在内部推动合作伙伴关系，与**现场销售、产品、客户成功、市场和高管**等职能进行沟通。
- **联合业务开发：** 与合作伙伴制定全球性、战略性、多年期的联合业务计划，专注于**上市与联合交付**，利用联合资源和超大规模服务商加速NOW-合作伙伴客户的数字化转型旅程。
- **合作与赋能：** 赋能并建立世界级的联合合作，与联合NOW-Deloitte项目进行合作
查看英文原文
#### Company Description
It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.
Join us to put AI to work for people.
#### Job Description
**About the Role**
This is a high-profile, growth opportunity for a highly driven individual with strong sales, communication, and organizational skills. You'll be central to shaping a Global SI partnership and growing your career within a rapidly expanding company.
The successful candidate will lead executive alignment, global business plans, and sales to drive and generate new business via the **"sell-to," "sell with," and "sell through" motions**. This involves industry alignment, offerings and solutions strategy,and field-based sales activities with the Partner and the ServiceNow ecosystem. You'll ensure successful execution of operational and revenue targets. This role requires leading a world-class team of global-regional members and direct engagement with the partner's sales and alliance leadership to achieve ambitious revenue growth and deliver superior customer experiences.
**Primary Responsibilities**
- **Joint Business Planning:** Create joint business plans, including launch planning, enablement, and co-marketing plans.
- **Global Strategy & Leadership:** Be an effective **global leader** representing ServiceNow, driving strategic planning, and leading all aspects of global partnership strategy, rigor, and execution.
- **Key Advocate:** Act as the **key advocate** to promote the partnership internally to functions such as **Field Sales, Products, Customer Success, Marketing, and C-level leaders**.
- **Joint Business Development:** Build a global, strategic, multi-year joint business plan with partners, focusing on **Go-to-market & Co-Delivery** with joint resources and hyperscalers to accelerate NOW-Partner clients' Digital Transformation journey.
- **Engagement & Enablement:** Enable and establish World Class joint engagement for joint NOW-Deloitte offerings with other key markets. Drive partnership operational rigor and business review governance with ServiceNow and **Partner leaders, business stakeholders, and influencers**.
- **Revenue Growth:** Responsible for joint selling, partner management, and regional governance to enable and accelerate growth against prioritized GPC NNACV (New/Net Annual Contract Value) via 'Sourced' & 'Influenced' revenue targets. Lead the cross-functional alignment with field sales, solution sales specialists, pre-sales, and customer outcome services teams to drive accelerated pipeline expansion and growth on NOW's platform.
- **Deal Strategy:** Lead effective “deal level” collaboration between ServiceNow sales teams and Deloitte teams at new and existing customers to drive new logos and NNACV 'Sourced-Influence' revenue.
- **Solutions & IP:** Work strategically to identify new industry-specific **'use cases and solutions'**.
- **Governance & Oversight:** Develop world-class business governance & executive sponsorship with targeted partners to include committed targets & shared metrics.
- **Executive Alignment:** Develop aligned approaches and resolutions at Executive levels.
#### Qualifications
**To be successful in this role you have:**
- **Experience (Highly Preferred):** Established operational relationships across lines of business. At least **15 years of prior experience working with large Global System Integration/Outsourcing firms and/or Audit & Advisory firms** representing a **SaaS or technology company preferred**.
- **Track Record:** Proven record of consistent **quota attainment & over-achievement**.
- **Strategic Acumen:** Strong strategic thinking, including analytical and financial planning skills, to meet and exceed quotas and goals.
- **Knowledge:** Knowledge of System Integrators, Resellers & Independent Software Vendors is a must.
- **AI Knowledge:** Candidate who leverages AI, automation, and data to improve workflows, decision-making, and product outcomes. The ideal candidate proactively integrates modern AI tools into their daily work, experiments with emerging technologies, and continuously identifies opportunities to replace manual processes with scalable AI-driven solutions.
- **Engagement:** Ability to engage directly in the sales cycle on joint **"must win" pursuits/opportunities**, facilitating joint engagement as and when necessary.
- **Business Impact:** A **strong background in sales or alliance partnerships** gained within the **Cloud/SaaS space**, managing **multi-million-dollar deals**.
For positions this area, we offer a base pay of $145,920 - $240,780, 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](https://careers.servicenow.com/life-at-servicenow#workpersonas). 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.
**Equal Opportunity Employer**
ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.
**Accommodations**
We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [globaltalentss@servicenow.com](mailto:globaltalentss@servicenow.com) for assistance.
**Export Control Regulations**
For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.
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