Global Partner Business Development Director, Embedded Solution Sales

Company Description
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.
Job Description
This role is part of Service Now's Global Partner and Channels (GPC) organization, dedicated to enabling & accelerating rapid growth through NOW's 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 partner's 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 re-platformed or build on ServiceNow.
• Pro-actively identify whitespace areas to penetrate NOW as the de-facto platform in Partner's 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 long-term 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 pre-sales 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 solution-based sales approach
• Present and demonstrate solutions to partner C-level executives & decision makers, articulating the value of ServiceNow & ROI
• Lead Partner EBCs by working closely with cross functional teams, including workflow BU's, 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 co-develop 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 cross-functional 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:

• 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.
• 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 re-platform existing large managed services platform on a SaaS solution.
• Proven track record of successfully selling complex IT solutions to C-level 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 pre-sales 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 $143,460 - $236,760, 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 non-traditional 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 talent.acquisition@servicenow.com 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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