Federal Partner Sales Lead

2 weeks ago

Canberra, ACT, Australia ServiceNow Full time $120,000 - $180,000 per year

As a Federal Partner Sales Lead, you will help support our transformational vision: 'Partner Success' is synonymous with 'Customer Success' in accelerating Digital Transformation and predictable outcomes for our partners.

This role is aligned to a focused regional territory to lead Co-sell/Co-delivery and "Sourced" NNACV. You will produce new business in logo accounts, and ensuring our partners help provide successful projects within your territory or region. You will work with Field Sales, Solution Sales specialists, Pre-sales, and the Customer Outcome teams to grow the pipeline.

You will be empowered to develop a joint go-to-market Territory plan featuring ServiceNow enabled service and workflow offerings. Strategies will feature "Sourced and Partner Impacted" NNACV, showcase wins and capacity metrics, and reflect regional Marketing plans and engagement with other ServiceNow sales solutions teams. Success will be measured by achievement of sales quotas for allocated accounts or territory on a quarterly and annual basis.

What you get to do in this role:

  • Work with ServiceNow partners to produce new business.
  • Ensure our partners help provide successful projects to customers.
  • Support joint sales pursuit activities to guide field interlock resulting in "Sourced" NNACV.
  • Accelerate account growth through joint go-to-market plans in consideration of ServiceNow's four C requirements: Capacity, Capability, Competency, and Customer Success.
  • Ensure Alliance operational thoughtfulness, consistency and business review governance with ServiceNow and executive partners from regional partners.
  • Develop capacity plans to assure partners are well positioned to sell the value of the Now Platform and to provide successful customer implementations (through proper competencies, certifications, and committed co-delivery plans).
  • Work with Marketing teams on both sides to build joint closed-loop demand generation plans (Partner Prospecting Days, CxO Roundtables and joint events).
  • Ensure the Partner strategy is following Value Selling (i.e., Value Prompter) and Now Value principles.

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