Director, Alliances and Channel UK & I

Job Description

The Role: Director, Alliances and Channels Ecosystem, UK & Ireland

Location: UK

The Director Alliances & Channels Ecosystem (ACE), UKI will be accountable to create a vibrant, world-class partner ecosystem in the UKI that aligns to the Global ACE mission & transformational operating model principles. With the objective of helping to enable & accelerate NOW growth to $10B and beyond.

This individual will play a key role in delivering on the ACE transformational vision: ‘Partner Success’ is synonymous with ‘Customer Success’ in accelerating Digital Transformation & predictable Business Outcomes for our partners in UKI.

Primary focus:

• Implement and accelerate the Alliances and Channels go to market strategy within the UKI market context.
• Regionalise the global, strategic multi-year joint plans focused on Co-Sell & Co-Delivery to accelerate our joint Clients’ Digital Transformation Journey in enterprise segements.
• Establish optimized coverage model in Commercial Segment to enable ‘NOW Partner led Sales Motions’, as well as ‘Support NOW Partner-Led Delivery’
• Enable & establish World Class Delivery Capability, Capacity & Competency in UKI by NOW Product Line.
• Drive Alliance operational rigor, consistency and business review governance with ServiceNow and senior partner stakeholders.
• Lead, motivate and develop the UKI Alliance/Partner Managers aligned to Alliances and Channel partners as per the Ecosystem Plan.

Reporting to Vice President, ACE, EMEA, this individual will align to and work closely with ServiceNow's leadership and sales organisation in the UKI. With a remit to lead a cohesive partner go to market plan in UKI. This leader will assure the ACE global operating model principles, initiatives and programs are the foundation for our partner go to maket in UKI.

This individual will lead the UKI based, highly experienced Alliance/Partner Manager resources, responsible for joint selling, partner management & regional governance to enable and accelerate growth against prescribed ACE ‘NNACV’ via ‘Sourced’ & ‘Influence’ revenue targets. This leader will have cross functional engagement with field sales, product line specialists, pre-sales, and customer outcome services teams to drive accelerated pipeline expansion and growth via NOW’s platform & solutions and successful co-delivery at our very large and large enterprise account segment. This is a high profile leadership position providing a significant platform for professional growth & business impact.

Additional Responsibilities:

• Manage a team of UKI aligned Alliance/Partner Managers that adopt global plans for regional execution.
• Manage all facets of our joint GTM motion with our partners & to include Service Provider, Resell, and Business Consulting.
• Lead the effective collaboration of “deal level” tactics between sales and our Alliance and Channel partners at existing customers and driving new logos & NNACV ‘Sourced-Influence’ revenue.
• Work strategically to plan and build a balanced capacity plan to support NOW sales growth across UKI.
• Establish regional QBR and Partner Plan governance in alignment with the ACE QBR cadence and rhythm.
• Execute the ‘5 Step Joint Engagement Model’ to align strategic joint pursuit/acct planning & co-selling/co-delivery between NOW field sales.

Requirements:

• Strong understanding of partner ecosystem models (inc global advisory, Systems Integrators, Channel/ resellers, ISV, Service Providers and Services) in the enterprise and commercial segments in the UKI market.
• Strong executive presence & track record of consistent quota attainment & over achievement.
• Ability to engage directly in the sales cycle on joint ‘must win’ pursuits/opportunities, as well as facilitate co-sell opportunities.
• Develop and execute joint GTM strategy and multi-year global business plans.
• Develop and execute joint go-to-market initiatives with key NOW & Alliances exec sponsors, with milestone and progress tracking metrics & associated rigor to ‘inspect what we expect’.
• Align & leverage ACE global initiatives & programs to enable efficient and scalable processes (eg; Joint Account Planning with Strategic Deal Registration), forecasting, compensation, training/enablement, and operational excellence.
• Track record of people management, development and leadership in complex multi-country, multi-stakeholder environments.

Qualifications:

• The ideal candidate will have 10 plus years’ of prior alliances and channels leadership experience 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. Direct sales and sale management for software licenses and professional services is also preferable.
• Must be a team player that is goal-oriented and confident, with aptitude and desire to build high-performing teams. This individual must demonstrate an ability to get things done, manage multiple stakeholders both internally and externally, work in a true ‘east-west’ operating model with both direct line and dotted line team members, build consensus and resolve conflict in a highly collaborative manner.
• High level of communication skills, both written and verbal.
• Diligent at measuring and communicating progress to achieve targeted business results, identifying obstacles and associated remediation plans.
• The successful candidate will be adaptable and flexible, able to work and thrive in a highly dynamic environment.
• Ideally Bachelor’s degree. MBA and/or Technical undergraduate degree a strong plus.