Area Vice President, GPC Partner Management (AMS)

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

ServiceNow’s Global Partnerships & Channels (GPC) organization is a key strategic pillar for the organization’s growth engine. ServiceNow’s ecosystem is one of our most competitive advantages and in this role you will lead a team of 30+ partner management professionals who mange our key breadth ecosystem partners.

Fulfilling this role means you will be managing hundreds of key partnerships and leading our growth via our ecosystems strategy.

The ideal candidate will have proven experience in managing highly dynamic, fast moving, growth partnerships.   A high business acumen is a must with the ability to translate how ServiceNow’s technology platform can enable partners go-to-market service offerings. 

A high-energy candidate with diverse skill sets such as executive relationship building, strategy and business development, negotiation, problem solving and communications and who can operate at the executive levels should apply. 

Responsibilities: 

• In this role you will lead a team of leaders with a total organization of 30+ partner business          managers and will be accountable for 500+ partner business plans that drive scalable growth      across our broad ecosystem of partners
• In this role you will develop and execute a multi-year global strategic joint business plans that      drives all aspects of the partner relationship including: long and short term targets and priority      alignment for both the Sell With and Sell Through motions, executive interlocks, business and      relationship development, understanding partner and client priorities, and the ability to                  champion ServiceNow within and beyond the partner alliances team. 
• Lead our AMS Partner team that consistently exceeds performance targets across multiple          time zones in the AMS region
• Presents and promotes ServiceNow’s value proposition and capabilities that enables the              partner to build a profitable ServiceNow business. Accelerate Services innovation in targeted        industries via compelling ‘Use Cases’.
• Achieve financial targets as set out for the key Sell With and Sell Through motions.
• Manage key relationship interlocks: including principle level exec mapping and governance
• Manage all facets with our key partners driving joint GTM motions and pursuit activities and          coordinate internal resources as required to deliver successfully (e.g., Marketing, Training). 
• Ensure operational rigor including internal and external weekly pipeline calls, monthly business    reviews, QBRs, senior executive alignment (e.g., CEO to CEO engagements) and C-suite          updates.  
• Develop and execute joint solution development plans with emphasis on targeted industry            markets. Work strategically to identify new industry and market use cases.   
• Regular communications that promotes the success of the partnership. 
• Lead regular business performance / relationship reviews with senior management. 
• Build and maintain activity and performance reports and dashboard. 

Qualifications 

• 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 AI’s potential impact on the function or          industry. 
• Demonstrated experience in leading high performing, growth partner management teams
• Proven examples of building scalable partner business plans, partner scorecards and goal            sheets, as well as managing a programmatic rhythm of the business
• Highly experienced in recruiting and developing early and mid-career talent
• Proven experience in leading dynamic partner coverage models across breadth partner                ecosystems to scale
• Excellent instincts and proven ability to interface at Senior and C-levels with ease 
• Leads broad extended virtual team across key cross-functional areas, including:  pre-sales,          enablement, operations, IT, finance, partner marketing, partner sales
• Holds self and others accountable to meet commitments
• A good understanding of the partner’s operating model 
• Superior relationship building skills across internal and partner stakeholders 
• Excellent executive communication and presentation skills 
• Proven track record of exceeding performance objectives even in difficult situations
• Diligent at measuring and communicating progress to achieve targeted business results,              identifying obstacles and associated remediation plans
• Experience and success operating within the Enterprise software market 
• Fast paced, high growth company experience 
• High business acumen with a sales, marketing, and solution development mindset 
• Capable of performing and leading in a virtual and matrixed team environment 
• Negotiation and conflict resolution skills 
• Strategic mindset to see ahead to future possibilities and translate them into breakthrough             strategies
• 10+ years in Partner Management, Business Development or Partner Sales management or        business development role within the enterprise software ecosystem 
• Proficient with Microsoft Office productivity tools 
• Bachelor’s Degree or equivalent, MBA a plus 

Not sure if you meet every qualification? We still encourage you to apply! We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candidate!

For positions in this location, we offer a base pay of $193,800 - $319,800, 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.

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 [email protected] 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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