Position Reports to: Global Partner Leader (Cognizant)
ServiceNow is currently seeking a Global Partner Manager (GPM) to join the Global Partners and Channels (GPC) team to run one of our Largest Global Partnership with Cognizant in Americas. 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 $16B+. As part of the Global Partner organization, this role will have responsibilities for generating net new sales revenue with a one of our Elite Partners, Cognizant across the Americas and EMEA markets.
The GPM -Cognizant will provide sales leadership to the Global Partner Management 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 Cognizant 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 $16B+ 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 Cognizant’s needs, business conditions, and drivers in Americas and EMEA 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 Cognizant beyond Cloud and Infrastructure and help elevate their delivery capability matrix across Industry Solutions.
· Help Scale the ServiceNow business into key industry Verticals of Cognizant like BFSI, HC, Retail to name a few.
· Help navigate the Horizontal Service Line structure and explore new avenues of business with EPS, SPE and BPS.
· Leverage the global RTM segmentation and coverage model in AMS and EMEA to include alignment and execution of the global Partner Program principles and guidelines (in close collaboration with Global Partner Seller, Regional ACE Leadership and SRAM’s).
· Develop comprehensive joint go-to-market Business plans with the Cognizant in AMS and EMEA 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 Cognizant and SN leadership.
· Drive Marketing plan along with ServiceNow and Cognizant Marketing Team.
Additional Responsibilities:
· Work strategically to identify new industry specific ‘use cases and solutions’ with Cognizant specific to AMS and EMEA
· Develop world class business plans with associated QBR governance & exec sponsorship with Cognizant 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. (Cognizant 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 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 Cognizant, as well as ensuring development of compelling joint GTM value propositions aligned to SN’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’.
