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Alliance & Partner Sales Manager

3 months ago

Sydney, New South Wales, Australia ServiceNow Full time

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 7,700+ 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.

Job Description What you get to do in this role**:

  • Localize the global, strategic multi-year joint plans with our global elite alliance partner focused on Co-Sell & Co-Delivery to accelerate our joint Clients' Digital Transformation Journey in enterprise segments.
  • Enable & establish World Class Delivery Capability, Capacity & Competency with named global elite alliance partner by NOW Product Line.
  • Drive Alliance operational rigor, consistency and business review governance with ServiceNow and senior partner stakeholders.
  • Develop and execute a strategic joint business plan that drives all aspects of the partner relationship including executive interlocks, business development, enablement, certification plans, partner marketing, and solution development
  • Presents and promotes ServiceNow's value proposition and capabilities that enables the partner to build a profitable ServiceNow business
  • Manage all relationship interlocks: executive, product development, marketing, and delivery
  • Develop and execute capacity plans to assure partner is well positioned to deliver successful customer implementations
  • Collaborate with Marketing teams to build and execute joint demand generation plans
  • Support joint sales pursuit activities
  • Develop and execute joint solution development plans with emphasis on targeted industry markets
  • Regular communications that promotes the success of the partnership
  • Lead regular business performance / relationship reviews with senior management
  • Build and maintain activity and performance reports and dashboards

Qualifications To be successful in this role you have**:

  • Excellent instincts and proven ability to interface at a senior and C-level with ease
  • Adept at moving quickly between lowlevel execution and highlevel strategic thinking and organization
  • A good understanding of partner's operating model
  • Superior relationship building skills across internal and partner stakeholders
  • High level of communication skills, both written and verbal
  • Diligent at measuring and communicating progress to achieve targeted business results, identifying obstacles and associated remediation plans.
  • Proven track record of exceeding performance objectives
  • Experience and success operating within the Enterprise market
  • Fast paced, high growth company experience
  • High business acumen with a sales, marketing, and solution development mindset
  • Capable of performing in a virtual team environment
  • Negotiation and conflict resolution skills
  • 10+ years in Global System Integrator alliance management or business development role within the enterprise software ecosystem.

Leadership competencies:

  • Drive results
  • Consistently achieving results, even under tough circumstances
  • Nimble learning
  • Achieving learning through experimentation when tacking new problems
  • Collaboration
  • Building trusted relationships and turning conflicts into opportunities to collaborate
  • Self development
  • Is curious and is actively seeking new ways to grow and learn

Core Competencies:

  • Ensures Accountability
  • Holds self and others accountable to meet commitments


 Execution Focus
  • Consistently achieving results even under tough circumstances


 Strategic Mindset
  • Seeing ahead to future possibilities and translating them into breakthrough strategies

Functional competencies:

  • Persuades
  • Using compelling arguments that convey a clear understanding of the unique needs of different audiences to gain the support and commitment of others
  • Situational adaptability
  • Adapting approach and demeanor in real time to match the shifting demands of different situations.
  • Trusted Advisor
  • The person the client/ customer/ peer turns to when an issue arises, often in times of great urgency: a crisis, a change, a triumph, or a defeat.

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 orientatio