Territory Partner Seller

The Territory Partner Seller plays a key role in delivering on our transformational vision. The role is aligned to a focused regional territory to drive Accelerated and Partner Sales NNACV. This role supports territory planning and pipeline development advises on partner selection and serves as the primary GPC (Global Partnerships & Channel) point of contact for Field Sales during active deal pursuits. The Territory Partner Seller collaborates cross-functionally with Field Sales Solution Sales specialists Pre-sales and the Customer Outcome teams to expand and grow the pipeline.

This role is empowered to develop and execute a joint go-to-market Territory plan featuring ServiceNow enabled service and workflow offerings. Strategies will feature Sourced Sales and Partner Impacted NNACV showcase wins and capacity metrics and reflect regional Marketing plans and engagement with other ServiceNow sales teams. Success will be measured by achievement of sales quotas for allocated territories on a quarterly and annual basis.

Key responsibilities

• Drive regional partner territory planning alongside Field Sales.
• Collaborate with ServiceNow partners to generate new business in both existing and new accounts.
• Track and report progress on territory pipeline.
• Serve as the primary GPC touchpoint for Field Sales during active deal pursuits when no strategic regional alliance manger or dedicated regional partner manager is involved.
• Provide Field Sales with best-fit partners for deals with no clear partner attach and advise on optimal implementation approach in conjunction with Customer Outcomes
• Drive successful co-sell and co-delivery engagement early on in a pursuit with customer centric mind-set.
• Support joint sales pursuit activities to drive field interlock and joint pursuits with partners resulting in Sourced and/or Impacted NNACV.
• Collaborate with other GPC and pull them in during the pursuit based on their expertise to drive results.
• Keep a pulse on how things are progressing on accounts with current partner presence with a mind-set to help expand wallet share and penetrate TAM.
• Collaborate with other Industry GTM teams to amplify Industry strategy sales plays and potential partner interlock with GPC Industry teams in the territory and account plans.
• Collaborate with Solutions Sales teams generate new pipeline in existing and new accounts in support of the territory plans.
• Conduct quarterly territory plans reviews for AVP and RSD levels in support of the territory plan.

Qualifications :

In order to be successful in this role we need someone who has:

• 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.
• Strong track record of exceeding sales and partner sales revenue targets
• Sound business acumen skills; thrive in a fast-paced dynamic work environment
• Strategic thinker who is able to blend consulting and business strategy to develop compelling plans for new partner initiatives.
• History of successfully developing and leading multiple strategic partnerships
• Must be comfortable with complexity and thinking on multiple levels of abstraction; demonstrates use of critical thinking techniques.
• Excellent spoken and written communication interpersonal relationship building skills
• Ability to work both independently and with a team
• Experience with creating and building differentiated relationships with partners in the SI Reseller MSP and ISV community.
• Demonstrated ability to drive significant influenced revenue with and through partnerships. 
• Comfortable working with multiple internal teams from individual contributors to senior executives as well as building/maintaining relationships with clients partners etc.
• Willing and able to travel.

Desired Skills/Experience/Assets:

• Broad-based business and technology expertise with 5 years in either alliance management consulting or sales with a track record of driving successful business development activities
• Experience of working with organizations in multiple cities/verticals.
• Experience working with multiple Sales teams driving and building the partner ecosystem
• Self-starter builder mentality with the ability to plan organize execute strategy and influence others
• Highly motivated and independent contributor.
• High energy enthusiasm and passion for the Computer Science or Engineering Bachelors degree.

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 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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