Global ServiceNow Alliance Director

Are you eager for success, not afraid to drive change, sales orientated and like visibility? Can you bring organizations and teams together to achieve goals? Do you want to be proud to work for a company that respects its people and is at the forefront of technology? We are looking to grow our team with committed people to manage and grow our strategic partnerships with World-Class organizations across the region.
 

We are looking for a Global Alliance Director to provide leadership and grow all aspects of our strategic partnership with ServiceNow. The role involves driving partnership standards across our global regions, providing our global and regional leaders a singular view of the partnership’s vibrancy; as well as creating and executing our joint go-to-market strategy across the North America business, driving sales engagement for customer success, increasing portfolio understanding and driving enablement internally and externally. This partnership is far reaching, and this role comes with a high level of senior visibility globally and regionally, and an opportunity to be engaged across all aspects of Fujitsu.
 

You exhibit a winning passion for excellence, accountability, customer obsession and continuous learning with ServiceNow. To inject energy and drive across our two organizations you will need to build trusted partnerships with your stakeholders at ServiceNow, across their business lines and functions. As we engage with associated partners to ServiceNow there will be the opportunity to ensure multi-partner collaboration, for example with Microsoft and ServiceNow. The role is a key part of the Global ServiceNow Alliance team with dual reporting to the Global VP for Strategic Alliances and functionally to the North America Head of ServiceNow Business.
 

Key Accountabilities
 

Global Alliance Strategy
· Provide leadership to Fujitsu’s HQ and global teams within Global Strategic Alliances to actively shape and contribute to Fujitsu’s global ServiceNow partner strategy
· Engage directly with ServiceNow across the business including senior executive level (e.g. c-suite, division, regional heads), account teams, partner group, etc.
· Create and execute 360-degree plan for the alliance working across the whole organization, owning the partner business plan between the two organizations
· Provide governance and management visibility globally and regionally to the leadership teams, internally and with ServiceNow
· Lead strategic discussions, including prioritization, negotiation and problem-solving internally and externally to drive the partnership’s success
· Accountable for forecasting and management of the partnership’s joint revenue targets and supporting the business development activity between the organizations, including bringing ServiceNow’s Sales organization together with Fujitsu’s to help grow the business and our joint partner sales execution success, supporting sales opportunities and looking to increase referrals from ServiceNow to Fujitsu.
· Provide regional proposals and feedback to Fujitsu HQ’s Business Units and other stakeholders as required.
 

North American Alliance Relationship
· Lead strategic discussions with Fujitsu’s North American business leadership (Delivery, Marketing, Sales, Support etc.) to ensure close alignment with the regions business strategy and to support business growth
· Lead the senior-executive level discussion with ServiceNow to create and drive strategic engagement with them in North America, and alignment with the headquarter-level engagement (e.g. president or CxO level) between Fujitsu and ServiceNow
· Accountable for the alliance and go-to-market strategy in North America for ServiceNow, including business development, partner relationship management, internal partner champion, matrix management, co-marketing, business review management, etc.
· Leverage partner investment strategically for portfolio development, deal support, marketing, and incentives to help us to grow our business.
· Identify and analyze market-specific business opportunities with ServiceNow and implement them with the business line.
 

Core Skills
· ServiceNow expertise – deep knowledge of and demonstrated success working with ServiceNow for 5+ years
· Commercially savvy – with analytical and strong commercial skills
· Team player – experience in building and leading virtual teams with an engaging personality that interacts with high levels of optimism and energy to create spark, shared ambition, and focus.
· Understanding of market – aware of business trends impacting the industry and having an opinion

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As we are looking for a remote position, the disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled.  Fujits