SP Business Development Manager

Job Description

Manager of SP Business Development
Location: Japan
Position Reports to: Area Vice President, Global Alliances & Channel Ecosystem (ACE)

The Service Provider Sales Leader will be accountable for building and leading a world class global-regional team of partner account executives and will lead a unified partnership program that will drive revenue growth and enhance our ability to deliver an exceptional customer experience. These represent key strategic initiatives for ServiceNow and the ACE team. The qualified individual will possess the qualifications to adapt the Global ACE mission & transformational operating model principles to enable & accelerate NOW growth to $10B+ within the next ten years with these range of technology partners.

This individual will play a key role in delivering on the ACE transformational vision: ‘Partner Success’ will be synonymous with ‘Customer Success’ in accelerating Digital Transformation and predictable Business Outcomes for ServiceNow clients.

Primary focus:

• Accountable leader with a strong Sales background to build and lead a global team of professional Account Executives to achieve the targeted annual Service Provider Route to Market NNACV with a 35%+ CAGR over the next 3-5 years.
• Develop and execute plans or build and drive new revenue streams through Service Providers globally.
• Enable team to develop and execute joint pursuit plans with the SP Account Executives & SP Specialist and aligned global ACE Solutions consultants to create new sources of “Client 0” revenue growth via two primary sales motions (Sell to IT & Design In for the next gen IP based managed services) with and through a Service Provider delivery model.
• Create and develop a joint pursuit framework for NOW Enterprise Account Executives to develop SP enabled strategies for their ‘Enterprise Segment’ clients to pursue new markets and new sources of innovation, thought leadership and revenue growth in conjunction with the ACE Global SC leader, Global SP Product leader, ACE Global SP Program leader.
• Attract, recruit, develop and retain top Service Provider Sales and Service Provider Sales Specialist talent.
• Develop comprehensive joint go-to-market plans and manage all aspects of executive alignment, business planning, execution and metrics-driven governance

Reporting to the Area Vice President, Global Alliances & Channel Ecosystem (ACE), this individual will partner closely ISV-Tech Alliances and Global Service Provider Program leader and Service Provider Product Management leader which is a strategic component of the ACE operating model and extended staff members to cross functionally align, operationalize and localize the ACE global operating model principles, initiatives and programs within the three regions leveraging the following three global-geo op model tenets: Partner Segmentation/Coverage, GTM Alignment & Governance, as well as a consistent & predictable Joint GTM Engagement approach.

This individual will develop and lead a team of highly experienced global service provider sales professionals and SP Specialists for joint selling to enable and accelerate 360 growth against prescribed ACE ‘NNACV’ via ‘Sourced’ & ‘Influence’ revenue targets. This leader will be on point for cross functional (East-West) engagement with our regional ACE leaders to secure alignment in our Enterprise Segment accounts which will include the following key functions: Presales, Solution Specialists & Services teams.
Additional Responsibilities:

• Execute the ACE transformation Roles & Responsibilities ‘self-competency’ assessments to assess talent & skill gaps with associated HR change management plan.
• 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 key partners.
• Develop world class business plans with associated Quarterly Business Review governance & executive sponsorship with the ISV’s and Strategic Technology Alliance partners to include committed targets & shared metrics.
• Manage potential roadmap conflicts and develop aligned approaches and resolutions at Executive levels.
• Implement the ‘new ACE Joint Engagement Model’ to align strategic joint pursuit/acct planning & co-selling between NOW field sales & Strategic Alliance client execs.

Requirements:

• Established executive level relationships within the Service Provider community and with key Strategic Technology Partners.
• Strong executive presence & track record of consistent quota attainment & over achievement.
• C-suite relationship engagement and management.
• Knowledge of System Integrators, Resellers, Channel Sales, 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.
• Develop multiple “3-way” relationships with Strategic Technology Partners and top ServiceNow Services partners to create compelling and aligned GTM models
• Align, localize and execute joint GTM strategy and multi-year regional business plans with targeted partners in the Strategic Tech Alliances community, as well as ensuring development of compelling JOINT GTM value propositions aligned to NOW’s Three Primary Workflows & Six Sales Conversations.
• Clearly defined joint go-to-market initiatives with key NOW-Partner global exec sponsors with key milestones and progress tracking metrics & associated rigor to ‘inspect what we expect’.
• Work with regions to align, localize and execute the ACE global op model (including partner portfolio segmentation) with regional sales, presales, enablement & services governance to ensure regional leadership input and feedback for ongoing refinement.
• Align & leverage ACE global initiatives & programs to enable efficient and scalable processes (eg; Joint Pursuit/Account Planning & Strategic Deal Registration), forecasting, compensation, training, and op excellence

Qualifications:

• The ideal candidate will have 15 plus years of prior global alliances and channel sales including business development executive 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.
• Proven skills building Go-to-market plans for channel and partner organizations.
• Preference for successful industry experience working with the strategic systems integrators and service providers that utilize Software/SaaS embedded in their Service Offerings.
• 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, build consensus and resolve conflict in a highly collaborative manner.
• 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.
• 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 a requirement, MBA and/or Technical undergraduate degree a strong plus

We provide competitive compensation, generous benefits and a professional atmosphere. This is a very collaborative and inclusive work environment where individuals strong on aptitude and attitude will have an opportunity to grow their professional careers through working with some of the most advanced technology and talented developers in the business.