Director, Global Partner Sales, Infosys

Company: Servicenow
Location: Santa Clara
Posted on: February 3, 2025

Job Description:

Company DescriptionIt 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.Job DescriptionServiceNow is currently seeking a Director, Global Partner Sales to run one of our largest Global Elite Partner, Infosys. 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 $20B+. As part of the Global Partnerships and Channels organization, this role will have responsibilities for generating net new sales revenue with one of our Global Elite Partners, Infosys across AMS, EMEA, and APAC markets.The Director, Global Partner Sales, Infosys will lead a global partner sales team to drive and generate new business sales revenue in a Service Provider "sell-to" and "sell through" motion. This will be achieved by territory planning, account planning, forecasting, using business development techniques and field-based sales activities and engaging with the ServiceNow ecosystem to ensure success in generating revenue opportunities.This individual will possess the qualifications to adapt the ServiceNow Global Partner Organization mission & transformational operating model principles to enable & accelerate NOW growth to $20B+ with and through the Service Provider and Resale Route to Market.Primary focus:

• Own and grow the Infosys Global Service Provider business as the primary focus, aligned to work cohesively with the Global Partner leader for Infosys.
• Ability to lead and motivate a global partner sales team to ensure Infosys revenue growth, out of the box thinking & goal achievement.
• Achieve global sales quotas with Infosys on a quarterly and annual basis.
• Aide in developing a sales strategy in the assigned vertical/territory with a target prospect list and a regional sales plan.
• Prospect qualification, development and execution of new sales opportunities and ongoing revenue streams.
• Tailoring the ServiceNow value proposition to prospects based on in-depth research of specific business conditions and drivers.
• Pipeline management, sales process management including effective forecasting and opportunity closure.
• Develop comprehensive joint go-to-market Business plans with the Global Partner Leader, Infosys leveraging all aspects of executive alignment, business planning, execution, and metrics-driven governance.
• Arranging and conducting initial product demonstrations and presentations that are tailored to the prospect and focusing on their business drivers and use cases.
• Ongoing account management to ensure partner satisfaction and to drive additional revenue streams.
• Being the trusted advisor to the partner by understanding their existing and future partner road map to drive the ServiceNow solutions within different partner BU's and the marketplace.
• Building and maintaining relationships with key partner executives and decision makers.Additional Responsibilities:
  • This leader will be responsible for joint selling and lead the effective collaboration of "large deal level" strategies & tactics between sales and partners at both new and existing customers to drive new logos & NNACV 'Sourced-Influence' revenue.
  • Develop world-class business plans with associated QBR governance & exec sponsorship with the partner to include committed targets & shared metrics.
  • Manage potential field conflicts and develop aligned approaches and resolutions at Executive levels.Requirements:
    • Established operational relationships within the Global SI community.
    • 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 Global 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 Infosys, as well as ensuring development of compelling JOINT GTM value propositions aligned to NOW's Primary Workflows.
    • 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'.QualificationsTo be successful in this role:
      • The ideal candidate will have 15+ years of prior global alliances and partner sales including business development in Enterprise Software and/or Cloud Services (including Enterprise SaaS) driving partner revenue & accelerated growth with & through SI-SP partners in collaboration with an enterprise sales force.
      • Prior experience of managing and developing a team, including defining respective roles/team scope, organizational priorities, and team strategy.
      • Proven skills building Go-to-market plans for channel and partner organizations.
      • Successful industry experiences working with the strategic systems integrators and service providers that utilize Software/SaaS, embedded in their Service Offerings.
      • Is goal-oriented and confident, with aptitude and desire to work with high-performing teams. This individual must demonstrate an ability to operate in a highly collaborative environment and fosters a "win as a team" environment.
      • Diligent at measuring and communicating progress to achieve targeted business results, identifying obstacles and associated remediation plans.
      • Past experience and relationships with major SI's, ISV's, Managed Service Providers, Value Added Resellers and experience with leading software, Cloud & SaaS organizations required.
      • Bachelor's degree and/or MBA degree is a strong 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!
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Keywords: Servicenow, Rancho Cordova , Director, Global Partner Sales, Infosys, Executive , Santa Clara, California