Strategic Regional Alliances Manager - Amazon Web Services Marketplace - East Coast

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 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be one of FORTUNE 100 Best Companies to Work For® and World's Most Admired Companies™.

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

We are seeking a highly motivated leader and team player to join the AWS Partner team to drive and support a plan to accelerate and scale the growth of our business. You will work closely with Sales, Consulting & Implementation, Service Provider, and Build Partners.

This is a key and strategic role that requires a balance of sales, strategy and a roll-up your sleeves and 'get it done' attitude. Success requires the execution of a plan to develop and accelerate the growth of revenue AWS both with our top accounts and to land net new customers. Additionally, you must be a highly motivated team player with expertise working in a fast paced, cross-functional manner. You have the ability to establish broad senior level relationships. You have a proven track record on delivering results and getting things done. You will demonstrate a strong business acumen, have outstanding communication skills and are able to effectively build relationships with partners and executive leaders in the partner ecosystem.

What you get to do in this role:

• Create an AWS go-to-market business plan with the Area Sales leadership to drive sales growth with and through partners and then bring it to life.  Leverage your passion for driving sales results to close by influencing internal and AWS field reps, working with customers, presenting the value of the partnership, and evangelizing jointly innovated product offerings
• Build mindshare within AWS field sales leadership and account teams to drive sales opportunities
• Responsible for weekly pipeline reporting, progress updates, customer references, deal registration
• Work with marketing to plan events and drive customer engagement
• Serve as primary ACE touchpoint for field sales and partners sales when the partner is engaged and active on an account opportunity
• Ensure customers are at the center of everything.  Deliver high-value outcomes for customers
• Ensure the Partner strategy is in line with Value Selling (ie: Value Prompter), NowSell principles and inclusive of Partner2Partner 3-way sales
• Tackle strategic projects to smooth hyperscaler adoption across ServiceNow inclusive of operations, finance, reporting, enablement, and deal desk.
• Work with ServiceNow partners to generate new business in existing accounts and in new markets, as well as ensuring our partners assist in delivering successful projects in a defined territory or region.
• Ensure ROI of partnership by remaining dedicated to key performance indicators as defined by the business

In order to be successful in this role, we need someone who has:

• Strong track record of exceeding sales and partner sales revenue targets
• Sound business acumen skills; thrive in a fast-paced, dynamic work environment
• Strategic thinker who is able to blend consulting and business strategy to develop compelling plans for new partner initiatives.
• History of successfully developing and leading multiple strategic partnerships
• Comfortable with complexity, and thinking on multiple levels of abstraction; demonstrates use of critical thinking techniques.
• Multi-language speaker with excellent spoken and written co