Partner Management Director, Portfolio Lead - Genpact

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

ServiceNow is currently seeking Partner Manager Director to join the Global Partners team to run one of our Largest Global Partnerships with Genpact globally. 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 $20B+. As part of the Global Partnerships and Channels organization, this role will have responsibilities for generating net new sales revenue with a one of our Global Elite Partners, Genpact across AMS, EMEA and APAC markets. 

The Partner Management Director, Genpact will provide sales leadership to the Area Vice President Global Partnerships and Channels team to drive 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 Genpact 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 Alliance members and drive the unified partnership program to achieve License adoption and revenue growth and enhance our ability to deliver an exceptional customer experience. 

This individual will possess the qualifications to adapt the ServiceNow Global Partner Organization mission & transformational operating model principles to enable & accelerate NOW growth to $20b+ with and through different Routes to Market.  

Primary Responsibilities  

• Achieve sales quotas for allocated territory on a quarterly and annual basis 
• Align offerings and solutions with regional GTM and interlock with global GTM plans including solution and industry focus 
• Educate Field AEs on differentiation of 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 Genpact’s needs, business conditions, and drivers in Global Markets 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 Genpact beyond Cloud and Infrastructure and help elevate their delivery capability matrix across Industry Solutions
• Help Scale the ServiceNow business into key industry Verticals of Genpact like BFSI, HC, Retail to name a few 
• Help navigate the Horizontal Service Line structure and explore new avenues of business with Application, Digital, Business Process, Digital Experiences, Cybersecurity, Data and Analytics and Gen AI  
• Leverage the global RTM segmentation and coverage model in Americas, Europe and APMEA to include alignment and execution of the global Partner Program principles and guidelines (in close collaboration with Global Partner Seller, Regional GPC Leadership and SRAM’s) 
• Develop comprehensive joint go-to-market Business plans in Americas, Europe, APMEA leveraging all aspects of executive alignment, business planning, execution, and metrics-driven governance  
• Interface to the global team and stakeholders in time zone including visibility of contracts renewal and de-bookings. Pipeline management and forecasting 
• Conduct Quarterly business review with Genpact and ServiceNow leadership 
• Drive Marketing plan along with ServiceNow and Genpact Marketing Team

Additional Responsibilities:  

• Work strategically to identify new industry specific ‘use cases and solutions’ with Genpact specific to Americas, Europe and APMEA 
• Develop world class business plans with associated QBR governance & exec sponso