Global Partner Manager - HCL

ServiceNow is currently seeking a Global Partner Manager (GPM) to join the Alliances and Channel Ecosystem (ACE) team to run one of our Largest Global Partnership with HCL in New Delhi with Global Responsibility. 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 Partner, HCL across the Global markets.

The GPM -HCL 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 HCL 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.

What you get to do in this role:

• Achieve sales quotas for allocated territory on a quarterly and annual basis.
• Interface to the global team and stakeholders in time zone including visibility of contracts renewal and de-bookings. Pipeline management and forecasting.
• 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 HCL s needs, business conditions, and drivers across AMS, EMEA and APAC 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 HCL beyond Cloud and Infrastructure and help elevate their delivery capability matrix across Industry Solutions.
• Leverage the global RTM segmentation and coverage model 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 HCL leveraging all aspects of executive alignment, business planning, execution, and metrics-driven governance.

  Additional Responsibilities:

• This individual will be responsible for joint selling and lead the effective collaboration of deal level strategies tactics between sales and partners at both new and existing customers to drive new logos NNACV Sourced-Influence revenue.
• Work strategically to identify new industry specific use cases and solutions with HCL.
• Develop world class business plans with associated QBR governance exec sponsorship with HCL to include committed targets shared metrics.
• Manage potential conflicts and develop aligned approaches and resolutions at Executive levels.

  Requirements:

• Established operational relationships within the Global SI community. (HCL 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 HCL, 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 .