Partner Management Director – Portfolio Lead

Job Description

ServiceNow is currently seeking Partner Manager Director to join the Global Partners team to run one of our Largest Global Partnerships with Genpact globally. This position is a high-profile growth opportunity that demands a highly motivated individual with strong leadership, sales, communications, and organizational skills and is eager to learn and become part of a rapidly growing company. 

At ServiceNow, we are creating a vibrant, world-class Global Partner Ecosystem to enable and accelerate growth to $20B+. As part of the Global Partnerships and Channels organization, this role will have responsibilities for generating net new sales revenue with a one of our Global Elite Partners, Genpact across AMS, EMEA and APAC markets. 

The Partner Management Director, Genpact will provide sales leadership to the Area Vice President Global Partnerships and Channels team to drive and generate new business sales revenue via “sell-to”, “sell with” and “sell through” motion. This will be achieved by territory planning, account planning, forecasting, using business development techniques and field-based sales activities within Genpact and engaging with the ServiceNow ecosystem to ensure success in generating revenue opportunities and effective management and closure of sales opportunities. This qualified individual will also collaborate with a world class cohort of global-regional team of partner Alliance members and drive the unified partnership program to achieve License adoption and revenue growth and enhance our ability to deliver an exceptional customer experience. 

This individual will possess the qualifications to adapt the ServiceNow Global Partner Organization mission & transformational operating model principles to enable & accelerate NOW growth to $20b+ with and through different Routes to Market.  

Primary Responsibilities  

• Achieve sales quotas for allocated territory on a quarterly and annual basis 
• Align offerings and solutions with regional GTM and interlock with global GTM plans including solution and industry focus 
• Educate Field AEs on differentiation of partnership so they can provide more informed decisions to customers 
• Qualify, develop, and execute new sales opportunities and ongoing revenue streams  
• Conduct in-depth research of Genpact’s needs, business conditions, and drivers in Global Markets to tailor the ServiceNow value proposition
• Support Prospect qualification, development & execution of new sales opportunities across various RTM  
• Ability to accelerate License consumption and adaptable to challenging scenarios / problem statements  
• Help build the ServiceNow practice with Genpact beyond Cloud and Infrastructure and help elevate their delivery capability matrix across Industry Solutions
• Help Scale the ServiceNow business into key industry Verticals of Genpact like BFSI, HC, Retail to name a few 
• Help navigate the Horizontal Service Line structure and explore new avenues of business with Application, Digital, Business Process, Digital Experiences, Cybersecurity, Data and Analytics and Gen AI  
• Leverage the global RTM segmentation and coverage model in Americas, Europe and APMEA to include alignment and execution of the global Partner Program principles and guidelines (in close collaboration with Global Partner Seller, Regional GPC Leadership and SRAM’s) 
• Develop comprehensive joint go-to-market Business plans in Americas, Europe, APMEA leveraging all aspects of executive alignment, business planning, execution, and metrics-driven governance  
• Interface to the global team and stakeholders in time zone including visibility of contracts renewal and de-bookings. Pipeline management and forecasting 
• Conduct Quarterly business review with Genpact and ServiceNow leadership 
• Drive Marketing plan along with ServiceNow and Genpact Marketing Team

Additional Responsibilities:  

• Work strategically to identify new industry specific ‘use cases and solutions’ with Genpact specific to Americas, Europe and APMEA 
• Develop world class business plans with associated QBR governance & exec sponsorship with Genpact to include committed targets & shared metrics  
• Manage potential conflicts and develop aligned approaches and resolutions at Executive levels 
• Drive and Manage Geo Partner Managers and Territory Partner Managers for seamless execution 
• Run Global Pipeline calls, Bi-weekly Alliance Cadence call and Governance 

  Requirements: 

• Established operational relationships within the Global SI community. (Genpact experience preferred) 
• Track record of consistent quota attainment & over achievement 
• Strong strategic thinking including analytical and financial planning skills to meet and exceed quotas and goals. Knowledge of Global System Integrators, Resellers & 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
• A strong background in sales or alliance partnerships gained within the Cloud/SaaS space, managing multi-million-dollar deals 
• Align, localize, and execute joint GTM strategy and multi-year regional business plans with Genpact, as well as ensuring development of compelling joint GTM value propositions aligned to ServiceNow’s Platform Story 
• Demonstrable track record of achieving and exceeding targets whilst managing a small number of large accounts or alliance partners, ideally with a next generation software company 
• 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’ 
• Seeking expertise with BPO companies undergoing substantial transformation as a result of AI adoption, and actively investing in new capabilities for their clients

Qualifications

• The ideal candidate will have 12-15+ years of prior global alliances and partner sales including business development 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, Global SI and partner organizations 
• Successful industry experience working with the strategic systems integrators and service providers that utilize Software/SaaS, embedded in their Service Offerings 
• Is goal-oriented and confident, with aptitude and desire to work with high-performing teams. This individual must demonstrate an ability to operate in a highly collaborative environment and fosters a “win as a team” environment 
• Diligent at measuring and communicating progress to achieve targeted business results, identifying obstacles and associated remediation plans 
• 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 and/or MBA degree is a strong plus

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