Partner Manager, Americas- Wipro

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
We are seeking a highly motivated leader and team player to join the ServiceNow partner team to drive and support a plan to accelerate and scale the growth of the ServiceNow Business Partnerships.
This is a key and strategic role that requires a balance of sales, strategic thinking, business acumen 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 assigned partner revenue both with our top accounts and landing net new customers. Additionally, you must be a highly motivated team player with expertise working in a fast paced, cross-functional manner. You need the ability to establish broad senior level relationships and 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 and execute a partner go-to-market business plan with the Area Sales leadership to drive sales growth with and through Global SIs
• Leverage your passion for driving sales results to close by influencing internal and partner field reps while they work with customers presenting the value of the partnership, and evangelizing jointly innovated product offerings
• Build mindshare within partner 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 GPC (Global Partner and Channel Ecosystem) touchpoint for field sales and partners sales when the partner is engaged and active on an account opportunity
• Customers are at the center of everything we do, you need to ensure together we are delivering high-value customer outcomes
• Ensure the Partner strategy is in line with Value Selling Methodologies and focused Industry alignments
• 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 communication, interpersonal, relationship building skills
• Ability to work both independently and with a team
• Ability to liaise with and motivate individuals at all levels of the partner relationship
• Politically astute, good understanding of business, and able to ascertain key decision makers
• Demonstrated ability to drive significant "partner identified" revenue with and through partnerships
• Comfortable working with multiple internal teams, from individual contributors to senior executives, as well as building/maintaining relationships with clients, partners, etc
• Excellent understanding of growing and sustaining businesses in a highly competitive and changing marketplace
• Willing and able to travel as necessary within the AMS as needed for the business

Qualifications
Desired Skills/Experience/Assets:

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry
• Located in TX, CA, or NJ
• Broad-based business and technology expertise with 7+ years in either direct sales, consulting, or alliance sales with a track record of driving successful business development activities
• Experience of working with organizations in multiple geographies / verticals
• Experience working with multiple Sales teams driving and building the partner ecosystem
• Highly motivated and independent contributor
• High energy, enthusiasm, and passion for the business
• Business, Computer Science or Engineering Bachelor's degree
• Technical prowess and ability to represent the joint product offerings is a plus
• ServiceNow platform knowledge a plus (not mandatory)

Not sure if you meet every qualification? We still encourage you to apply! We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candidate!
Additional Information
Work Personas
We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work. Learn more here .
Equal Opportunity Employer
ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.
Accommodations
We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance.
Export Control Regulations
For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.
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