VP, Strategic Business Development

Company Description

At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you.

With more than 7,400+ customers, we serve approximately 80% of the Fortune 500, and we're proud to be one of FORTUNE's 100 Best Companies to Work For® and World's Most Admired Companies® 2022.

Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.

Job Description

The VP, Strategic Business Development will lead a team responsible for all technology strategic business development across ServiceNow.  This role will work closely with product management, engineering, operations, sales, services, and finance to bring a strategic point-of-view and drive impactful outcomes for ServiceNow.  Successful candidates will have a strong understanding of enterprise technology, effective influence and leadership skills, a deal mindset and a knack for negotiation, along with a strong work ethic and bias towards action.

As a leading enterprise platform company, ServiceNow’s technology ecosystem position is critical to its success.  ServiceNow’s products are at the center of some of the most critical market transitions in the enterprise today – the shift to the cloud, rise of low-code applications, automation and hyper-automation, vertical SaaS software, and more.  The VP, Strategic Business Development will be responsible for driving high-impact, transformational strategic technology partnerships that accelerate ServiceNow’s ambition to be the ‘defining enterprise software company of the 21st Century’.

 

Responsibilities:

• Build strategic roadmap for consequential technology partners, with a strong focus on unique joint product and business opportunities.  Work across product, technology, marketing and sales to understand ServiceNow business priorities.  Drive a process for understanding, identifying, and prioritizing key technology shifts in the enterprise where technology partners can play a critical role.
• Understand ServiceNow product strategy across all domains and workflows, and develop an “outside-in” view of the market and technology partner landscape. Go deep on select market trends and shifts to build an expert view on drivers and the priorities of market players.
• Develop strong executive relationships at select technology partners of consequence.  Understand how competing technology, sales, and market priorities intersect in partner organizations. Map organizations and proactively build relationships for the long- term.
• Lead negotiations on behalf of ServiceNow for all strategic technology partnership deals, such as OEM, re-sell, co-sell, embedded license, etc.  Work with business leaders, finance teams, and legal experts to construct deals that have meaningful impact for ServiceNow. Work with appropriate business functions to track deals post-announce to measure performance.
• Cultivate a high-performing team focused on scaling impact through collaboration and building internal cross-functional efforts. Help team maintain pipeline of projects and assist in defining clear boundaries and roles.  
• Structure and negotiate winning technology partnerships, using a thoughtful approach to align technology priorities, customer incentives, engineering commitments, and financial expectations.

Qualifications

Requirements:

• 15+ years of experience in enterprise software, with a strong knowledge of the cloud and SaaS ecosystem and a deep awareness of software business models.
• Track record of successfully negotiating and executing strategic deals with technology partners. Intima