Global Security Strategy Partnership Business Development Manager

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™.

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Job Description

Global Security Strategy Partnership Business Development Manager

 

Solution Sales is on a journey to innovate across ServiceNow’s go-to-market (GTM), delight our customers, and fuel our unparalleled climb to $16B. We are moving fast, and with this rapid scale and dynamic growth we are hiring a Business Development Manager aligned to our Security Operations product suite. 

As a Business Development Manager for our Security team, you will play a pivotal role in helping AMS and EMEA sales leadership define, shape and execute the Security GTM strategy within their business. You will help role out initiatives that contribute to market success of ServiceNow's Security Operations products and will work closely with Major Area leadership to define and execute Go-To-Market (GTM) priorities including growth, upsell/cross sell motions, and health/adoption focus.

In this role, you will specifically help drive NNACV and customer expansion for our Security ecosystem technology partnerships, creating new revenue streams for ServiceNow.  You will bring together  and drive cross-functional collaboration to execute strategic initiatives and contribute to our continued growth.  You’ll be the primary interface to connect sales cycles between ServiceNow and the strategic resell for our technology partners.  You’ll design and execute sales campaigns that will capitalize on our joint selling market opportunity and increase customer satisfaction.  This role requires a seasoned professional with sales leadership, business development, strategy and operations expertise.

This position comes with the opportunity to play a pivotal role in growing the business and driving lasting impact for the organization. The ideal candidate is a proven seller, expert at partnering with field teams, a superb relationship builder, and an intellectually curious individual who can develop trust with senior leaders and stakeholders across the organization. The candidate must be able to combine GTM expertise, product/market knowledge and sales GTM excellence to drive action and deliver results.

What you get to do in this role:  

• Develop our reseller operating model, from strategy to playbook to execution.
• Work with and thru our technology partners to establish sustainable support models for deal cycle product and technical support; models that don’t rely on our internal business unit teams for support.
• Analyze existing customer install base to identify and prioritize opportunities for joint upsell, cross-sell, and new logo acquisition campaigns.  You’ll craft those plans in tight alignment with the objectives of each technology partner resell opportunity.
• Partner closely with SecOps Specialist teams and with core teams to execute sales cycles and close new business.
• Collaborate externally with selling teams aligned to our external technology partners, and coordinate internally to achieve cohesive joint sales campaigns with ServiceNow core field teams.
• Develop and execute growth strategies at a Major area level in conjunction with adjacent functional leaders (Field Sales and Pre-Sales Leadership, Marketing, Alliances & Channels, Professional Se