Global Alliance 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 7,400+ customers, we serve approximately 80% of the Fortune 500, and we're proud to be one of FORTUNE's 100 Best Companies to Work For® and World's Most Admired Companies® 2022.

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Job Description

Position Reports to: Sr. Director, Global Alliances & Channel Ecosystem (ACE)

ServiceNow is currently seeking a Global Alliance Manager to join the G.Next Alliances and Channel Ecosystem (ACE) team. At ServiceNow, we are creating a vibrant, world-class Global Partner Ecosystem to enable and accelerate growth to $16B+. As part of the G.Next ACE organization, this role will have responsibilities for generating Service Provider revenue with a set of identified partners and acute focus on the AMS market. The G-Next Partner Business represent the new, the upcoming global partner business

This position is a high-profile growth opportunity that demands a highly motivated individual with strong sales, communications and organizational skills that is eager to learn and become part of a rapidly growing company.

The Global Alliance Manager will provide sales specialist support to the AMS field AE and ACE team to drive and generate new business sales revenue in a Service Provider “sell-to” and “sell through” motion. This will be achieved by territory planning, account planning, forecasting, using business development techniques and field-based sales activities within the strategic partner 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 revenue growth and enhance our ability to deliver an exceptional customer experience.

This individual will possess the qualifications to adapt the Global ACE mission & transformational operating model principles to enable & accelerate NOW growth to $16B+ with and through the Service Provider RTM partners.

Primary focus

Achieve sales quotas for allocated territory on a quarterly and annual basis by:

• Own and grow the AMS Service Provider business as the primary focus.
• Interface to global SP team including manage AMS stakeholders in time zone including visibility of contracts renewal and de-bookings. Pipeline management and forecasting.
• Align SP offerings with regional GTM and interlock with Area GTM plans including solution and industry focus
• Educate AMS AEs on differentiation of SP offerings so they can provide more informed decisions to customers
• Qualify, develop and execute new sales opportunities and ongoing revenue streams for prospects by developing relationships in the Service Provider (SP) route to market.
• Conduct in-depth research of partner needs, business conditions, and drivers in order to tailor the ServiceNow value proposition.
• Provide sales specialist support for AMS based partners ‘Selling To’ the Strategic Partner’s CIO office to use ServiceNow for all internal purposes, as per the ACE mandate of ensuring strategic partners are adopting “Client Zero” initiative
• Support Prospect qualification, development & execution of new sales opportunities
• Help build the ServiceNow practice with the chosen SP Partners and help elevate their