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 Accenture Business Group Alliance.
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 Accenture. 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 ACE (Alliance 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