Distribution Partner Manager

About this Opportunity:

ServiceNow is looking for an experienced Distribution Partner Manager to build own and manage our relationships with assigned Public Sector specific to State-Local government business for our Distribution model.  In this role you will establish deep business and strategic relationships with one or more distributors critical to the growth of ServiceNow in the Public Sector. This position will interact daily with the leadership at ServiceNow Public Sector Sales teams distribution partner(s) and the partner ecosystem to drive business through the channel. The ideal candidate will possess both a business background and proven track record of driving strategic outcomes through a distribution and partner network . The candidate should have demonstrated ability to influence through strategic partnerships and alliances think strategically about the product and sales/business development experience. In addition the candidate should have a broad and deep deal expertise in Public Sector State and Local Government contracting and reseller and distributor partnerships.

The successful candidate must be able to balance strategic-thinking with tactical execution; build effective and enduring partner relationships drive highly cross-functional processes possess a sound technical understanding of the partners and ServiceNows technology and have a collaborative action-oriented attitude.

What you will do in this role: 

    Manage strategic partnership with distribution partner(s) for state-local business to drive sales marketing and program strategy
    Develop deal structures for prime contract pursuits ensuring seamless interaction with end reseller(s)
    Serve as primary point of contact for distributor(s) and partner representative(s) coordinating with internal cross-functional teams (incl. sales operations legal finance etc.)
    Understand and navigate public sector contracting vehicles and procedures
    Work with regional leadership teams to develop a strategic sales plan
    Ensure that assigned distributor(s) are successfully completing ServiceNows Partner Program requirements and adhering to the specific State-Local Partner Program requirements
    Work closely with sales teams to build relationships with partners that foster joint pursuits
    Manage complex operational Distribution and Partner ecosystem 
    Work closely with the executive team and internal functional leaders to drive action and build world class execution capability and operational excellence
    Build and maintain activity and performance reports dashboard and pipelines as it relates to the distributor(s) 
    Partner closely with the Contracts Operations Manager on all contract inquiries and questions 
 

Qualifications :

To be successful in this role you have:

Experience in leveraging or critically thinking about how to integrate AI into work processes decision-making or problem-solving. This may include using AI-powered tools automating workflows analyzing AI-driven insights or exploring AIs potential impact on the function or industry.

10 years total work experience in SaaS (ideally ServiceNow product and technology) Distributor(s) and/or Partner/Channel Development in the Public Sector State and Local Government 

    Bachelors degree or higher
    Deep knowledge and expertise of operational requirements with distribution and resellers and procurement processes in State Local Government contracting
    Knowledge of contracting distribution pricing strategies prime contract and SAAS models extremely important
    Effective at building relationships (internally and with partner(s)) collaborating and influencing senior executives/partners in cross-company projects
    Strong communicator able to convey complex ideas in a clear concise manner both verbally and in writing in both business and technical discussions
    Strong presentation skills and the ability to articulate complex concepts to cross-functional audiences
    Strong organizational skills and attention-to-detail with the ability to prioritize and multi-task
    Self-starter who enjoys working in a fast-paced collaborative and high-growth environment
    Strong team player who is also an independent thinker

Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

For positions in this location we offer a base pay of $104540 - $149000 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.

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. 

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