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
What you get to do in this role:
The Partner Acceleration Lead will join our Partner Acceleration team and the Global Partners and Channels (GPC) team that is at the forefront of driving ServiceNow’s growth to $15B and beyond. The Partner Acceleration team has set a goal to drive profitable revenue through the identification and monetization of breakthrough Offerings with our broader partner ecosystem. The Partner Acceleration Lead, Tax & Accounting Technology is accountable for collaboratively developing NOW’s partner Offerings strategy for one or more Global SI partners in the ServiceNow ecosystem, activation of partners, ownership of offerings and industries heat-map by geo/segment, and assisting with partner engagement for Product Line ‘use cases’, ‘industry segment’ roadmaps, TAM and Partner ideas monetization scenarios.
At a business level, you will be working with ServiceNow stakeholders and one or more Global SIs in ServiceNow’s ecosystem to create and execute against our most pressing Industry personas and business imperatives. The successful candidate will possess deep knowledge of working strategically with a partner across multiple industries, program management skills, and the ability to drive measurable outcomes with the partner and sales teams across both organizations. This individual will also need to be adept at internalizing the Global GPC mission & transformational op model principles to enable & accelerate NOW growth.
Primary focus:
• Help identify, ideate, cultivate, monetize and scale existing and new GTM motions and Industry offerings.
• Work closely and collaboratively with global & regional GPC staff to align and operationalize the GPC global operating model principles.
Additional Responsibilities:
• Drive measurable outcomes with the partner ecosystem through prioritized Tax & Accounting industry Offerings.
• Work strategically to identify new industry specific ‘use cases and solutions’ with one or more Global SIs partner and build the associated partner industry plan.
• Lead the effective collaboration of “deal level” strategies & tactics between field sales and partners.
• Drive tight cross functional alignment across key internal stakeholders.
• Work collaboratively with partner execs along with the GPC leadership to jointly develop world class business plans.
Requirements:
• Professional experience and/or knowledge of standing up a GTM with SI partners across one or more Industry verticals, preferably Tax & Accounting Technology.
• Strong network of industry SMEs in both partner and client environments.
• Ability to engage with partners in the sales cycle on joint pursuits/opportunities.
• Strong business development experience and history of developing and executing partner go-to-market plans.
• Ability to align, localize and execute joint GTM strategy with targeted partners.
• Clearly defined joint go-to-market initiatives with key NOW-Partner global exec sponsors.
• Work with regions to align with field sales, presales, enablement & services governance.
• Sales and Business Development mindset.
Qualifications
To be successful in this role you have:
• 5 to 7+ years experience with a Global Systems Integrator (GSI), Enterprise Software and/or Enterprise SaaS company enabling or driving Tax & Accounting industry specific solutions.
• Solid background and domain expertise working directly in standing up GTM with a SI Partner for one or more industry verticals.
• Must be a team player that is goal-oriented and confident, with aptitude and desire to build high-performing teams.
• Diligent at measuring and communicating progress to achieve targeted business results.
• The successful candidate will be adaptable and flexible, able to work and thrive in a highly dynamic environment.
• Past experience and relationships with Global System Integrators, Managed Service Providers, ISV software vendors required.
• Bachelor’s degree a requirement.