Global Partner Manager, Leader

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

Position Reports to:  AVP, Global Partner Management, Portfolio Lead

ServiceNow is currently seeking a Global Partner Manager (GPM) Leader to join the Global Partners and Channels (GPC) team to run one of our Largest Global Partnership with HCL across AMS, EMEA and APAC. 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 $16B+. As part of the Global Partner organization, this role will have responsibilities for generating net new sales revenue and drive Global Strategy with a one of our Elite Partners, HCL across the Globe

The GPM Leader-HCL will provide sales leadership to the Global Partner Management team to drive Strategy and execution and generate new business sales revenue via “sell-to”, “sell with” and “sell through” motion. This will be achieved by territory planning, account planning, forecasting, using business development techniques and field-based sales activities within HCL and engaging with the ServiceNow ecosystem to ensure success in generating revenue opportunities and effective management and closure of sales opportunities. This qualified individual will also collaborate with a world class cohort of global-regional team of partner managers and drive the unified partnership program to achieve License adoption and revenue growth and enhance our ability to deliver an exceptional customer experience.

The GPM Leader-HCL will close closely collaborate with the HCL Global Partner leader in India and work closely as 2 in a box.

This individual will possess the qualifications to adapt the ServiceNow Global Partner Organization mission & transformational operating model principles to enable & accelerate NOW growth to $16B+ with and through different Routes to Market.

Primary Responsibilities

• Align offerings and solutions with regional GTM and interlock with global GTM plans including solution and industry focus.
• Formulate 360 business plan by working closely with various HCL Business units and aligning closely with HCL SN practice.
• Educate Field AEs on differentiation of HCL Partnership so they can provide more informed decisions to customers. Qualify, develop, and execute new sales opportunities and ongoing revenue streams.
• Conduct in-depth research of HCL’s needs, business conditions, and drivers across the Globe to tailor the ServiceNow value proposition.
• Support Prospect qualification, development & execution of new sales opportunities across various RTM.
• Ability to accelerate License consumption and adaptable to challenging scenarios / problem statements.
• Help build the ServiceNow practice with HCL beyond Cloud and Infrastructure and help elevate their delivery capability matrix across Industry Solutions.
• Leverage the global RTM segmentation and coverage model to include alignment and execution of the global Partner Program principles and guidelines (in close collaboration with Global Partner Seller, Regional GPC Leadership and GPL HCL).
• Develop comprehensive joint go-to-market Business plans with the HCL leveraging all aspects of executive alignment, business planning, execution, and metrics-driven governance.

· Achieve sales quotas for allocated Global Territory on a quarterly and annual basis. (Sourced and Sell Thru)

• Interface to the global team and stakeholders in time zone including visibility of contracts renewal and de-bookings. Pipeline management and forecasting.

Additional Responsibilities: 

· This individual will be responsible for joint selling and lead the effective collaboration of “deal level” strategies & tactics between sales and partners at both new and existing customers to drive new logos & NNACV

· Work strategically to identify new industry specific ‘use cases and solutions’ with HCL across AI & CRM

· Develop world class b