Global Partner Business Development Manager - KPMG / EY

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
ServiceNow is seeking a Partner Business Development Manager to support our select Global Partners to deliver on key priorities of Global Partners and Channels organization, as a part of the Global Partner's team which is responsible for Partner Strategy & Business Development across the top Global Partners.
In this role, you will be expected to provide revenue focused strategy, solution business development and tight engagement with partner stakeholders focused on go-to-market, about the latest ServiceNow solutions/capabilities. Additionally, you will be responsible for evangelizing ServiceNow mindshare to our partner community to enable them to sell effectively to their customers, promote our solutions to match customer requirements and to increase their own consumption along with the customer's consumption & adoption to extend the ServiceNow value proposition. You will report locally to India but dot-line report and work closely with other ServiceNow Global Partner Leaders and Managers & Pre-sales resources aligned to your partner across the Globe to create synergies between the partner's strategy and ServiceNow's strategy within each target route to market.
This role requires approximately 15-20% travel.
What you get to do in this role:
The role of ServiceNow Partner Business Development Manager (P-BDM) is a sales and strategy-focused role responsible for growing the business with ServiceNow's Global partners by engaging with the Global resources of the partners in their India-based SN Global Delivery / Business Services (GDS / GBS) teams. The position has a combination of Business & Technical components, requiring a deep understanding of ServiceNow's Partner Business as well as products, with a balanced focus on pipeline development and product go-to-market strategies.

• The primary function of the role is to drive growth and expand market reach by cultivating relationships with a network of ServiceNow GSI partners' India-based global practice stakeholders.

• Engaging with Partner's Pre-sales, Technical Architects and Bid-management teams of partners to ensure that ServiceNow is the top platform of choice provided to customers in majority of the bids or opportunities in which the GDS / GBS teams are involved.

• Leading, creating, coordinating & participating actively in Customer visits to Partner Innovation centers in India to position ServiceNow as the AI platform for Business transformation through a unique collaborative EBC experience.

• Collaborating with Account level Delivery teams of GDS / GBS to identify gaps for positioning new product opportunities & driving adoption of existing undeployed products.

• Drive architecture and design engagements with Partners on how ServiceNow meets the Business/IT needs for their end customer and how our Partner can transform entire industries using ServiceNow as a backbone for their solutions or offerings

• Evangelize our AI Platform message to our partners while conceptualizing, creating and building joint solutions/offerings to monetize their intellectual property and/or domain expertise

• Demonstrations of products based upon business initiatives or required outcomes focused upon the value the solution delivers

• Demand Generation: Working with marketing teams to create and execute join demand generation campaigns, such as events and partner prospecting days.

• Executive Engagement: Leading quarterly business reviews (QBRs) and executive briefings to align priorities and track progress.

• Staying current on product developments/releases to provide guidance to Partners

• Forging trusted advisor relationships at the top levels at the Partner account

• Providing thought leadership and collaborate with cross functional teams to ensure customer success is achieved

• Coordinate with Partner leadership on sales and delivery enablement around created solutions

• Participate or lead awareness and enablement activities to spread Partner solutions to our internal sales teams

• Participate in and deliver Business Reviews with aligned account teams

• Provide mentoring and training to peers and other colleagues within our organization

• Provide oversight on, and ensure successful completion of Partner initiatives identified in joint business plans

• Promote ServiceNow training tools, sales tools and content, and information resources available to our Partner organizations, including on-going updates of platform/application advancements

• Collaborate, actively share knowledge, and promote best known methods amongst other ServiceNow Solution Consulting team members

• Travel for Partner, Customer, and Organizational activities

Qualifications
To be successful in this role you have:

• 12+ years with mix of Business Development & Pre-Sales Solution Consulting experience
• Undergraduate degree in Commerce, Computer Science, Engineering etc.
• Sharp business judgment, ability to see "big picture" and to prioritize
• Executive presence, strong verbal and written communication
• Ability to manage change and ambiguity with an action-orientation/drive - must thrive in a dynamic environment
• Talented at explaining complex topics clearly and concisely, and effective at providing practical guidance
• Ability to collaborate and interact at multiple levels (Practice Leaders, Client Partners, Delivery Leads, Enterprise Architects, Technical Architects, Offering Managers, Directors, VP's, and CXO's)
• Working knowledge of modern the AI Trends, SaaS Market dynamics, web technologies and cloud computing
• Experience and understanding of multiple technical domains - AI, application, data, integration, big data, mobility, analytics, etc.
• Understanding of Business strategy, Execution planning & Sales Cycles,
• Enterprise Architecture (Strategy, Planning, Standards) : Familiarity with the architectural principles for cloud-based platforms that include SaaS, PaaS, multi-tenancy, and automation
• Intrinsically curious and passionate about researching current and emerging technologies and developing innovative solutions
• Quick adoption and understanding of industry/vertical business challenges and mapping how ServiceNow can help transform those verticals
• Strong facilitation skills, to encourage clear articulation of the business issues and effective solution design by the relevant players
• Demonstrated history delivering business KRAs in at least 3-4 of the following ServiceNow domains:

Service Management
AI Operations and Cloud Computing
DevOps Security and Operations
Customer Relationship Management
Industry Workflows
Integrated Risk Management
Human Capital Management
Financial Management
User Experience Customer
Engagement and Loyalty
Experience that will help you stand out:

• Experience with the ServiceNow product suite or competitive product suites highly desirable
• Current ServiceNow Sales, Pre-sales or Architect certifications
• ServiceNow platform exposure
• Understanding of competitive platforms

FD21
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 and their assigned work location. Learn more here . To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.
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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