Senior Director - Alliances and Channels Ecosystem

Sr Dir, Alliances & Channels Ecosystem

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 successful applicant will manage and lead the India partner team responsible for all partners within the India ecosystem. This role will be responsible for determining the territory and alignment of the team in support for the countries growth and sales objectives. This is a hands on role.

In addition to this function this role requires:

Role Description

• Reporting into the Head of Alliances and Channels Ecosystem APAC you will manage a group of RPMs (Regional Partner Managers) and SRAMS (Strategic Regional Alliance Managers) (Regional Alliance Managers) across the India Marketplace and aligned to various sales territories.
• Responsible for implementing global and regional sales and marketing strategies; analyzing trends and results and advising partners accordingly.
• Working closely with the Sales leadership you will be part of the local India leadership team.
• Establish sales objectives by forecasting and developing strategic business quotas for regions and territories based on regional guidance; projecting expected sales volume and profit for existing and new customer sets and products
• Set quarterly business objectives to maintain strategic engagement with Partners.
• Implement the India sales and partner programs adhering to a global structure whilst maintaining a local market relevance.
• Manages a professional services Partner ecosystem to ensure that we have a healthy ecosystem which is able to support the customer demand drive great CSAT in delivery.
• Completes regional weekly and quarterly sales operational requirements.
• Maintains India indirect management of resources within a leveraged model to achieve results.
• Manages and updates partner ecosystem through education, presentations and a programmatic approach for partners.
• Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.  Replicates this in our partner ecosystem as well.
• Has the ability to transact with CXO level partners across the local and global partnerships in country.
• Identifies business opportunities by identifying partners and evaluating their position in the industry; researching and analyzing sales options and any new or incremental capacity needed.
• Prepares reports by collecting, analyzing, and summarizing information.
• Helps the Partner Ecosystem by ensuring high levels of delivery CSAT and customer satisfaction.
• Leverage Marketing and local resources to coordinate campaign selling and enablement. Lead events in terms of driving awareness, enablement, Partner Investment and demand.

Qualifications

To be successful in this role you have:

• The successful candidate is expected to have at least 10 years’ related working experience in field sales and dealing with Global System Integrators, Advisory Firms, Solution and/or implementation partners at the India country level.
• Must have 5 years of management experience.
• Full mastery in area of strategic alternative routes to market and enterprise indirect selling.
• Provides leadership/direction to others as necessary.
• Ability to work with direct and indirect reporting lines in highly matrixed environments.
• A roll up sleeve attitude to getting things done to attain the team purpose and growth objectives.

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 and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

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 globaltalentss@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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Experience Level

Senior Level