Strategic Global Alliances Director 9 views

Company Description At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you. With more than 7,400+ customers, we serve approximately 80% of the Fortune 500, and we’re on the 2021 list of FORTUNE World’s Most Admired Companies . Learn more on and about their experiences working at ServiceNow. Job Description What you get to do in this role: The Strategic Global Alliances Director – CAPGEMINI, within the Alliances & Channels Ecosystem (ACE) organization will be accountable to create a world-class 360 Global Alliance with CAPGEMINI. In this role it will be critical to tightly align with the Global ACE mission & transformational operating model principles to enable & accelerate NOW growth to $15B+ over the next 5+ years. This individual will play a key role in delivering on the ACE transformational vision: ‘Partner Success’ will be synonymous with ‘Customer Success’ in accelerating Digital Transformation & predictable Business Outcomes for our joint NOW-CAPGEMINI and other targeted SI clients. Primary focus: Reporting to the Area Vice President, Global Strategic Alliances, this leader will ensure that the ACE global operating model principles, initiatives and programs are the foundation for our global 360 relationship (Sell-to, Sell-with, Sell-through) with CAPGEMINI. The Global Account Director will own developing and owning the 360 multi-year goals, strategies and partner business plan with CAPGEMINI for Co-Sell & Co-Delivery to accelerate customers’ Digital Transformation journey with associated business outcomes in targeted markets. Particularly, this person will excel at the following core areas: Creating Fiscal Year Execution plan with clear goals (for NOW and the partner) and activities to drive net new business to ServiceNow and services revenue to the partner. Working with internal teams and partner to identify, prioritize, build, launch and scale replicable Offerings and/or Solutions aligned to ServiceNow’s solution framework and partner’s focused industry verticals Aligning and working closely with ServiceNow’s ACE Regional VP’s and their teams to localize and operationalize CAPGEMINI global multiyear plan and current Fiscal Year for regional GTM execution. Enabling/establishing World Class Delivery Global Capacity supporting ServiceNow’s 3 geographies (Americas, EMEA, APJ) by Product Line/technologies Drive a world-class alliance with predictable Rhythm of Business, operational rigor and business review governance/ cadence with ServiceNow and CAPGEMINI senior leaderships. This leader will have cross functional engagement with field sales, product line specialists, pre-sales, marketing and customer outcome services teams to drive accelerated pipeline expansion and growth via NOW’s platform & solutions and successful co-delivery within target customer account segments. Additional Responsibilities: Lead the effective collaboration of ‘deal level’ tactics to drive new logos & net-new revenue with the partner with a special focus on top deals. Being a champion for CAPGEMINI internally within NOW by showcasing CAPGEMINI’s capabilities and wins through case studies and data-driven evidence. Identifying and sharing execution best practices within NOW and CAPGEMINI to optimize and accelerate execution. Key Core Competencies: Strategic and Growth Mindset: Sees ahead to future possibilities, takes on ambitious growth goals and translates them into breakthrough strategies. Execution Excellence: Drives excellent execution to consistently achieve results doing more with less Structured governance: Defines a structured and predictable Rhythm of Business that helps run the alliance a well-oiled machine Executive maturity and precision: Comfortable engaging, influencing, updating and managing senior executives both internally and partner Ensures Accountability: Holds self and others accountable to meet revenue goals and commitments Qualifications To be successful in this role you have: The ideal candidate will have 10+ years of proven experience in building and managing Global System Integrator (GSI)/Outsourcer alliances for enterprise cloud software companies to drive partner revenue growth. Preference for someone who has prior experience in managing CAPGEMINI or a large outsourcer with established Global & Regional executive relationships. Thorough understanding of GSI/Outsourcer business and operating model. Broad understanding of cloud partner ecosystem and partner services models. Prior experience in working with Enterprise/Direct sellers and influencing/managing partner-attach and opportunities is highly desired. Track record of consistent quota attainment/over-attainment with partner/s in previous roles with other enterprise software, SaaS or Cloud/ Tech services technology organizations. Strong executive presence and communication skills – verbal and written. Must be a team player that is goal-oriented and confident, with aptitude and desire to build high-performing teams. This individual must demonstrate an ability to get things done, manage multiple stakeholders both internally and externally, work in a true ‘east-west’ operating model with both direct line and dotted line team members, build consensus and resolve conflict in a highly collaborative manner Excel at defining/adhering/managing to efficient and scalable processes (eg Partner Business Plan, Joint Pursuit Planning with Strategic Deal Registration), forecasting, compensation, training/enablement, and operational excellence. Diligent at measuring and communicating progress to achieve targeted business results, identifying obstacles and associated remediation plans The successful candidate will be adaptable and flexible, able to work and thrive in a highly dynamic environment Bachelor’s degree a requirement. Technical undergraduate degree and an MBA will be a strong plus. Locational Preference: United States, Western Europe (UK, France, Germany, Netherlands) Additional Information ServiceNow is an Equal Employment 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. All new employees hired in the United States are required to be fully vaccinated against COVID-19, subject to such exceptions as required by law. If hired, you will be required to submit proof of full vaccination or have an approved accommodation, by your start date.Visitour to learn more. If you require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at for assistance. For positions requiring access to technical data subject to export control regulations, including Export Administration Regulations (EAR), ServiceNow may have to obtain export licensing approval from the U.S. Government for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by the U.S. Government. Please Note: Fraudulent job postings/job scams are increasingly common. to learn what to watch out for and how to protect yourself. All genuine ServiceNow job postings can be found through the . Work personas Work personas are categories that are assigned to employees depending on the nature of their work. Employees will fall into one of three categories: Remote, Flexible or Required in Office. Required in Office A required in office work persona is defined as an employee who is contracted to work from or aligned to a ServiceNow-affiliated office. This persona is required to work from their assigned workplace location 100% of the work week based on the business needs of their role. Flexible A flexible work persona is defined as an employee who is contracted to work from or aligned to a ServiceNow-affiliated office and will work from their assigned workplace location roughly 3 days/week or less (generally around 40-60% of the work week). Flexible employees may choose to work the remaining working time from their workplace location or home. Flexible employees are required to work within their state, province, region, or country of employment. Remote A remote work persona is defined as an employee who performs their responsibilities exclusively outside of a ServiceNow workplace and is not contracted or aligned to a ServiceNow-affiliated office,including those whose place of work (pursuant to their terms and conditions of employment) is their home. Remote employees are required to workwithin their state, province, region, or country of employment.

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