Global Partner Seller

ServiceNow is seeking a Global Partner Seller to manage an existing base of partner's managed service provider business on ServiceNow. The ideal candidate will have 3-5 years of prior global alliances and partner sales experience, with a track record of achieving and exceeding sales targets.

Requirements

• Achieve Net New Sell-through (service provider and resell) sales quotas for allocated partner on a quarterly and annual basis
• Interface with end customer account team and partner stakeholders across time zones to drive deal execution including executing contracts renewal and managing de-bookings
• Pipeline management, sales process management including effective forecasting and opportunity closures
• Driving end to end deal execution from order form creation, pricing, negotiation (supported by leadership) to signing the deal and proactively following up on any account receivables with respect to sell-through business with the partner
• Arranging and conducting initial product demonstrations, EBCs, and presentations by collaborating with cross-functional teams (partner and field account) to drive prospecting and focusing on customers' business drivers and use cases along with the partner
• Educate Field AEs on differentiation of partnership so they can provide more informed decisions to customers. Qualify, develop, and execute new sales opportunities and ongoing revenue streams
• Ongoing account management to ensure partner satisfaction and to drive additional revenue streams underpinned by defined governance and QBR model
• Become the trusted advisor to the partner by understanding their existing and future partner road map in IT managed services space with ServiceNow
• Building and maintaining relationships with key partner executives and decision makers
• Cross-sell and upsell in existing accounts and help expand Platform adoption
• Manage potential field conflicts and develop aligned approaches and resolutions at Executive levels
• Proactively manage renewals and true ups by working closely with the end customer account team and the partner with an objective to drive upsell and cross-sell into the account
• Qualifications