Director, Global Partner Leader - Wipro - ServiceNow

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 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be one of FORTUNE 100 Best Companies to Work For® and World's Most Admired Companies™.

Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.

Position Reports to:  Area Vice President Global Partnerships and Channels 

ServiceNow is currently seeking a Director, Global Partner Leader (GPL) to join the Global Partners and Channels (GPC) team to run one of our Largest Global Partnership with Wipro globally. This position is a high-profile growth opportunity that demands a highly motivated individual with strong leadership, sales, communications, and organizational skills and is eager to learn and become part of a rapidly growing company. 

At ServiceNow, we are creating a vibrant, world-class Global Partner Ecosystem to enable and accelerate growth to $16B+. As part of the Global Partner organization, this role will have responsibilities for generating net new sales revenue with a one of our Elite Partners, Wipro globally. 

The GPL - Wipro will provide sales leadership to the Area Vice President Global Partnerships and Channels team to drive and generate new business sales revenue via “sell-to”, “sell with” and “sell through” motion. This will be achieved by territory planning, account planning, forecasting, using business development techniques and field-based sales activities within Wipro and engaging with the ServiceNow ecosystem to ensure success in generating revenue opportunities and effective management and closure of sales opportunities. This qualified individual will also collaborate with a world class cohort of global-regional team of partner Alliance members and drive the unified partnership program to achieve License adoption and revenue growth and enhance our ability to deliver an exceptional customer experience. 

This individual will possess the qualifications to adapt the ServiceNow Global Partner Organization mission & transformational operating model principles to enable & accelerate NOW growth to $16B+ with and through different Routes to Market.  

Primary Responsibilities  

• Achieve sales quotas for allocated territory on a quarterly and annual basis. 

• Align offerings and solutions with regional GTM and interlock with global GTM plans including solution and industry focus. 

• 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.  

• Conduct in-depth research of Wipro’s needs, business conditions, and drivers in Global Markets to tailor the ServiceNow value proposition. 

• Support Prospect qualification, development & execution of new sales opportunities across various RTM.  

• Ability to accelerate License consumption and adaptable to challenging scenarios / problem statements.  

• Help build the ServiceNow practice with Wipro beyond Cloud and Infrastructure and help elevate their delivery capability matrix across Industry Solutions. 

• Help Scale the ServiceNow business into key industry Verticals of Wipro like BFSI, HC, Retail to name a few. 

• Help navigate the Horizontal Service Line structure and explore new avenues of business with Application, Digital, Business Process, Digital Experiences, Cybersecurity, Data and Analytics and Gen AI  

• Leverage the global RTM segmentation and coverage model in Americas, Europe and APMEA to include alignment and execution of the global Partner Program principles and guidelines (in close collaboration with Global Partner Seller, Regional GPC Leadership and SRAM’s). 

• Develop comprehensive joint go-to-market Business plans with the Wipro in Americas, Europe, APMEA leveraging all aspects of executive alignment, business planning, execution, and metrics-driven governance.  

• Interface to the global team and stakeholders in time zone including visibility of contracts renewal and de-bookings. Pipeline management and forecasting. 

• Conduct Quarterly business review with Wipro and ServiceNow leadership. 

• Drive Marketing plan along with ServiceNow and Wipro Marketing Team. 

Additional Responsibilities:  

• Work strategically to identify new industry specific ‘use cases and solutions’ with Wipro specific to Americas, Europe and APMEA 

• Develop world class business plans with associated QBR governance & exec sponsorship with Wipro to include committed targets & shared metrics.  

• Manage potential conflicts and develop aligned approaches and resolutions at Executive levels. 

• Drive and Manage Geo Partner Managers and Territory Partner Managers for seamless execution. 

• Run Global Pipeline calls, Bi-weekly Alliance Cadence call and Governance. 

Requirements: 

• Established operational relationships within the Global SI community. (Wipro experience preferred) 

• Track record of consistent quota attainment & over achievement 

• Strong strategic thinking including analytical and financial planning skills to meet and exceed quotas and goals. Knowledge of Global System Integrators, Resellers & Independent Software Vendors is a must. 

• Ability to engage directly in the sales cycle on joint ‘must win’ pursuits/opportunities, as well as facilitate joint engagement as and when necessary. 

• A strong background in sales or alliance partnerships gained within the Cloud/SaaS space, managing multi-million-dollar deals. 

• Align, localize, and execute joint GTM strategy and multi-year regional business plans with Wipro, as well as ensuring development of compelling joint GTM value propositions aligned to ServiceNow’s Platform Story 

• Demonstrable track record of achieving and exceeding targets whilst managing a small number of large accounts or alliance partners, ideally with a next generation software company. 

• Clearly defined joint go-to-market initiatives with key NOW-Partner global exec sponsors with key milestones and progress tracking metrics & associated rigor to ‘inspect what we expect’. 

To be successful in this role you have:

• The ideal candidate will have 12-15+ years of prior global alliances and partner sales including business development in Enterprise Software and/or Cloud Services (including Enterprise SaaS) driving partner revenue & accelerated growth with & through SI-SP partners in collaboration with an enterprise sales force. 

• Proven skills building Go-to-market plans for Channel, Global SI and partner organizations. 

• Successful industry experience working with the strategic systems integrators and service providers that utilize Software/SaaS, embedded in their Service Offerings 

• Is goal-oriented and confident, with aptitude and desire to work with high-performing teams. This individual must demonstrate an ability to operate in a highly collaborative environment and fosters a “win as a team” environment. 

• Diligent at measuring and communicating progress to achieve targeted business results, identifying obstacles and associated remediation plans. 

• Experience and relationships with major SI’s, ISV’s, Managed Service Providers, Value Added Resellers and experience with leading software, Cloud & SaaS organizations required. 

• Bachelor’s degree and/or MBA degree is a strong plus. 
   

For positions in the Bay Area, we offer a base pay of $152,580 - $251,820, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs (subject to eligibility requirements). Compensation is based on the geographic location in which the role is located, and is subject to change based on work location.

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.

At ServiceNow, we lead with flexibility and trust in our distributed world of work. Click here to learn about our work personas: flexible, remote and required-in-office.

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 talent.acquisition@servicenow.com 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. Click here to learn what to watch out for and how to protect yourself. All genuine ServiceNow job postings can be found through the ServiceNow Careers site.

From Fortune. © 2022 Fortune Media IP Limited All rights reserved. Used under license.

Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of, ServiceNow.