What are the responsibilities and job description for the Global Partner Business Development Director Embedded Solution Sales position at ServiceNow?

This role is part ofService Nows Global Partner and Channels (GPC) organization dedicated to enabling & accelerating rapid growth through NOWs partner ecosystem.

As a Global Partner Business Development Director for Embedded Solutions you will be responsible for leading the sales and business development efforts for large differentiated and innovative embedded solutions in collaboration with our largest Service Providers (think partners managed services platform powered by ServiceNow). The ideal candidate will have executive gravitas a strategic mindset think like a CxO and have a proven track record of qualifying creating and selling comprehensive IT solutions especially in managed services space.

What you get to do in this role :

Strategic Vision and Leadership :

Develop and execute a strategic sales plan to drive growth through existing and new large embedded managed services solution offered by the partner that can be replatformed or build on ServiceNow.
Proactively identify whitespace areas to penetrate NOW as the defacto platform in Partners IP (Products platforms etc.) to help drive wallet share expansion and TAM penetration
Provide visionary leadership to shape the thinking of partner execs to achieve mutual long term growth objectives via an embedded motion on NOW.
Collaborate with partner executive leadership and targeted business unit owners to align on the longterm roadmap around managed services platform / solutions.
Experience in identifying & evaluating potential opportunities for large Embedded pursuits & leading the journey from identification to launch & revenue realization with the partner.
Engage Cross functionally with presales and BU verticals for opportunity discovery.

Large Embedded Solution Development & Sales :

Oversee the entire sales cycle from identifying qualifying to closing large complex deals ensuring a consultative and solutionbased sales approach

Present and demonstrate solutions to partner Clevel executives & decision makers articulating the value of ServiceNow & ROI

Lead Partner EBCs by working closely with cross functional teams including workflow BUs technical consultants marketing and enablement to showcase NOW capabilities around very targeted use cases as part of the embedded solution / managed services roadmap and to dive deeper technically as needed.

GTM Commercial Models and Deal Execution :

Collaborate internally across finance deal desk pricing and other teams and with the partner to define the deal construct including any unique commercial model (pricing and others) to establish deal commitment.

Coordination with your partner to codevelop and bring innovative solutions to market inclusive of solution identification market potential solution design build launch & track success.

Ability to rally a diverse team behind a common goal & lead without necessarily having reporting relationships with the crossfunctional team involved.

Ability to evaluate the different pursuits like a VC & channelize investments of ServiceNow resources based on potential.

Entrepreneurial or Startup mindset to work with limited resources and creatively deploy available resources for maximising revenue.

Performance Management :

Drive business case ROI and gain partner commitment to launch solution

Achieve sales targets and key performance indicators

Continuously improve sales processes and strategies to enhance efficiency & effectiveness

Identify new Embedded pursuits in unexplored units

Qualifications :

In order to be successful in this role we need someone who has :

Demonstrable track record of achieving and exceeding sales targets especially in managed services

12 years experience in IT sales with a focus on large embedded solutions and strategic partnerships in the GSI space.

Proven track record of aligning with the partner to replatform existing large managed services platform on a SaaS solution.

Proven track record of successfully selling complex IT solutions to Clevel executives and large enterprises

Excellent communication negotiation & presentation skills

Demonstrated ability to build and maintain relationships with strategic partners

Deep understanding of IT markets technologies and trends

Ability to travel as needed to meet with partners

Experience that will help you stand out :

Experience of consultative selling into Global Partner BPO organizations & Platform or Product teams within the likes of Accenture Deloitte KPMG EY NTT Wipro Cognizant and others.

Ability to have convincing conversations with Senior executives in BPO organizations about the benefits of transforming their existing software assets platforms products & SP assets to the ServiceNow platform.

Previous presales experience engaging with BPO leadership in large SIs and top tier consultancy partners.

Experience leading tech adoption driving build motion launching & monetizing assets on software platforms or stacks.

For positions outside the Seattle metro area we offer a base pay of $143460 $236760 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.

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

Additional Information :

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 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.

Remote Work : Employment Type :

Fulltime

Key Skills

Business Development,Sales Experience,Direct Sales,B2B Sales,Marketing,Sales Pipeline,Salesforce,Strategic Planning,Enterprise Sales,negotiation,Lead Generation,Contracts

Department / Functional Area : Sales

Vacancy : 1

Salary : $143,460 - $236,760

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Global Partner Business Development Director Embedded Solution Sales

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