Territory Partner Seller, East US, SLG

What you get to do in this role:

The Territory Partner Manager manages relationships with our State and Local Government Partner Ecosystem across the Eastern US region. A large part of this role is to manage and nurture companies in the ServiceNow Partner ecosystem while also owning a strategy with partners to grow and mature their ServiceNow business and offerings ultimately resulting in new sales opportunities and growth.

The world of work is one of the most pressing issues that business leaders face today and as the defining enterprise platform of the 21st century ServiceNow is poised to be the platform of choice to tackle this critical imperative.

But we will not do it without close collaboration with our partners developing joint value proposition and executing GTM plans and especially enabling partners and that is exactly where this role comes into play.

This is an exciting role that is accountable for the success of our SLED East territory partners. This position requires a highly motivated individual with strong sales communications and organizational skills who is eager to learn and become part of a rapidly growing company and team.

This team is at the forefront of driving ServiceNows growth to $15B and beyond working closely with the partner ecosystem. The Territory Partner Management team is focused on the overall partner management and joint GTM and activities with a portfolio of partners.

The successful candidate will possess deep knowledge of partner practices initiatives and priorities good understanding of ServiceNow value proposition excellent program management skills and ability to drive measurable outcomes.

This individual will also need to be adept at internalizing the global ServiceNow GPC mission and transformational operating model principles to enable & accelerate ServiceNow growth.

Primary Focus:

Qualify develop and execute new sales opportunities and manage ongoing revenue streams. Pipeline management sales process management including effective forecasting and deal closure with Partners.

Become the trusted advisor to the Partners by understanding their existing and planned roadmap and capabilities and ability to drive the ServiceNow value proposition with customers

Building Partner Practices through business plan development account planning partner expectation management industry/regional/product focus. Sell solve bring growth.

Planning for Success through Partner achievement target agreement capacity planning growth investment points earning roadmap.

Managing the ecosystem through readiness assessment scoring milestone achievement by partner roadmap sessions for success regular ecosystem evaluations tiering progress acquisitions targets health analysis metrics reporting.

Drive ecosystem governance through execution plans reporting and dashboard preparation global interlocks with other regions.

Develop Standard Operating Procedures (Business Planning Guides Enablement Journeys etc.)

Communicate partner programs requirements and benefits across the ecosystem and encourage full adoption of ServiceNows Partner Program

Work with ServiceNow Partner Operations and Partner Enablement to ensure reporting and best practice is being accomplished

Develop partner business plans and roadmaps and conduct quarterly and biannual business reviews

Approximately 20% travel

Qualifications :

To be successful in the role:

Experience in leveraging or critically thinking about how to integrate AI into work processes decisionmaking or problemsolving. This may include using AIpowered tools automating workflows analyzing AIdriven insights or exploring AIs potential impact on the function or industry. 5 years of sales experience within software OR solutions sales organization

The ideal candidate will also have 35 years of prior closing sales experience.

Knowledge of and experience working with service providers system integrators resellers & independent software vendors landscape is a must.

Proven skills in building GTM plans for channel and partner organizations

Ability to engage directly in the sales cycle on joint mustwin pursuits/opportunities as well as facilitate joint engagement as and when necessary

Diligence in measuring and communicating progress to achieve targeted results identifying obstacles and associated remediation plans.

For positions in this location we offer a base pay of $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. Learn more here.

Equal Opportunity Employer 

ServiceNow is an equal 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. 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  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. 

From Fortune. 2024 Fortune Media IP Limited. All rights reserved. Used under license.