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
What you get to do in this role:
The successful applicant will lead and manage the partner and channel ecosystem across ANZ markets. This is a senior leadership role with full accountability for driving growth, ecosystem health, and customer success outcomes across the territory. Partner Managers will report directly into this role.
Role Description
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Reporting into the GVP of Channels and Partnerships for APAC, you will lead and manage a team of Partner Managers across five Routes to Market (RTM): Consulting & Implementation (C&I), Managed Service Provider (MSP), Reseller, Hyperscaler, and Build + ISV partners. The role will also have dedicated supporting functions across Partner Marketing, Partner Enablement, and Solution/Technical Architects to drive ecosystem growth and partner success.
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Scale ServiceNow growth by executing strong Go-To-Market (GTM) strategies with partners across the five RTMs to drive Net New Annual Contract Value (NNACV) growth and customer success outcomes through implementation excellence and product adoption.
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Working closely with Sales leadership, you will be an integral part of the local ANZ leadership team, contributing to overall territory strategy and execution.
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Establish sales objectives by forecasting and developing strategic business quotas for the ANZ territories based on regional guidance; projecting expected sales volume and profit for existing and new customer sets and products.
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Set quarterly business objectives to maintain strategic engagement with Partners across all five RTMs.
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Implement the ANZ sales and partner programs adhering to a global structure whilst maintaining local market relevance across diverse markets.
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Manage a professional services Partner ecosystem to ensure a healthy ecosystem that supports customer demand and drives strong CSAT in delivery.
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Complete regional weekly and quarterly sales operational requirements.
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Transact with CXO-level partners across local and global partnerships in territory.
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Identify business opportunities by evaluating partners and their position in the industry; researching and analyzing sales options and any new or incremental capacity needed across the five RTMs.
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Ensure partners are up to date on ServiceNow strategic priorities and partner programs through webinars, analyst engagements, and partner events.
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Drive high levels of delivery CSAT and customer satisfaction across the partner ecosystem.
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Leverage Marketing and local resources to coordinate campaign selling and enablement. Lead events in terms of driving awareness, enablement, Partner Investment, and demand across ANZ markets.
Qualifications
To be successful in this role you have:
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At least 10 years’ related working experience in field sales and dealing with Global System Integrators, Advisory Firms, Managed Service Providers, Hyperscalers, ISVs, and Reseller partners at the ANZ Country level.
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Must have 5 years of management experience leading partner or channel teams.
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Proven experience leading and developing high-performing teams across diverse, multi-market geographies including ANZ.
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Provides leadership and direction to Partner Managers and cross-functional stakeholders as necessary.
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Ability to work with direct and indirect reporting lines in highly matrixed environments.
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A roll-up-sleeves attitude to getting things done to attain team purpose and growth objectives.
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Strong understanding of partner enablement, partner marketing, and solution/technical architecture disciplines.
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Experience driving NNACV growth and customer success outcomes through partner motions.
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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