Territory Partner Seller, East US, SLG - job 2 of 2

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.

What you get to do in this role:

The Territory Partner Manager manages relationships with our State and Local Government Partner Ecosystem across the Eastern US region. A large part of this role is to manage and nurture companies in the ServiceNow Partner ecosystem while also owning a strategy with partners to grow and mature their ServiceNow business and offerings, ultimately resulting in new sales opportunities and growth.

The world of work is one of the most pressing issues that business leaders face today and, as the defining enterprise platform of the 21st century, ServiceNow is poised to be the platform of choice to tackle this critical imperative.

But we will not do it without close collaboration with our partners, developing joint value proposition and executing GTM plans, and especially enabling partners, and that is exactly where this role comes into play.

This is an exciting role that is accountable for the success of our SLED East territory partners. This position requires a highly motivated individual with strong sales, communications and organizational skills who is eager to learn and become part of a rapidly growing company and team.

This team is at the forefront of driving ServiceNow’s growth to $15B and beyond, working closely with the partner ecosystem. The Territory Partner Management team is focused on the overall partner management and joint GTM and activities with a portfolio of partners.

The successful candidate will possess deep knowledge of partner practices, initiatives and priorities, good understanding of ServiceNow value proposition, excellent program management skills and ability to drive measurable outcomes.

This individual will also need to be adept at internalizing the global ServiceNow GPC mission and transformational operating model principles to enable & accelerate ServiceNow growth.

Primary Focus:

· Qualify, develop, and execute new sales opportunities and manage ongoing revenue streams. Pipeline management, sales process management including effective forecasting and deal closure with Partners.

· Become the trusted advisor to the Partners by understanding their existing and planned roadmap and capabilities and ability to drive the ServiceNow value proposition with customers

· Building Partner Practices through business plan development, account planning, partner expectation management, industry/regional/product focus. Sell, solve, bring growth.

· Planning for Success through Partner achievement target agreement, capacity planning, growth investment, points earning roadmap.

· Managing the ecosystem through readiness assessment scoring, milestone achievement by partner, roadmap sessions for success, regular ecosystem evaluations, tiering progress, acquisitions targets, health analysis, metrics reporting.

· Drive ecosystem governance through execution plans, reporting and dashboard preparation, global interlocks with other regions.

· Develop Standard Operating Procedures (Business Planning Guides, Enablement Journeys, etc.)

· Communicate partner programs' requirements and benefits across the ecosystem and encourage full adoption of ServiceNow’s Partner Program

· Work with ServiceNow Partner Operations and Partner Enablement to ensure reporting and best practice is being accomplished

· Develop partner business plans and roadmaps and conduct quarterly and bi-annual business reviews

· Approximately 20% travel

To be successful in the role:

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. 5+ years of sales experience within software OR solutions sales organization

The ideal candidate will also have 3-5 years of prior closing sales experience.

Knowledge of and experience working with service providers, system integrators, resellers, & independent software vendors landscape is a must.

Proven skills in building GTM plans for channel and partner organizations

Ability to engage directly in the sales cycle on joint ‘must-win’ pursuits/opportunities as well as facilitate joint engagement as and when necessary

Diligence in measuring and communicating progress to achieve targeted results, identifying obstacles and associated remediation plans.

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 $ 82,140-127,320 , 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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