Position Reports to: AVP, Global Partner Management, Portfolio Lead

Service Now is currently seeking a Global Partner Manager (GPM) Leader to join the Global Partners and Channels (GPC) team to run one of our Largest Global Partnership with HCL across AMS, EMEA and APAC. 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 Service Now, 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 and drive Global Strategy with a one of our Elite Partners, HCL across the Globe

The GPM Leader-HCL will provide sales leadership to the Global Partner Management team to drive Strategy and execution 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 HCL and engaging with the Service Now 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 managers and drive the unified partnership program to achieve License adoption and revenue growth and enhance our ability to deliver an exceptional customer experience.

The GPM Leader-HCL will close closely collaborate with the HCL Global Partner leader in India and work closely as 2 in a box.

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

Primary Responsibilities

• Align offerings and solutions with regional GTM and interlock with global GTM plans including solution and industry focus.
• Formulate 360 business plan by working closely with various HCL Business units and aligning closely with HCL SN practice.
• Educate Field AEs on differentiation of HCL 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 HCL’s needs, business conditions, and drivers across the Globe to tailor the Service Now 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 Service Now practice with HCL beyond Cloud and Infrastructure and help elevate their delivery capability matrix across Industry Solutions.
• Leverage the global RTM segmentation and coverage model to include alignment and execution of the global Partner Program principles and guidelines (in close collaboration with Global Partner Seller, Regional GPC Leadership and GPL HCL).
• Develop comprehensive joint go-to-market Business plans with the HCL leveraging all aspects of executive alignment, business planning, execution, and metrics-driven governance.

· Achieve sales quotas for allocated Global Territory on a quarterly and annual basis. (Sourced and Sell Thru)

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

Additional Responsibilities:

· This individual will be responsible for joint selling and lead the effective collaboration of “deal level” strategies & tactics between sales and partners at both new and existing customers to drive new logos & NNACV

· Work strategically to identify new industry specific ‘use cases and solutions’ with HCLacross AI & CRM

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

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

Requirements:

· Established operational relationships within the Global SI community. (HCL experience preferred) and should have managed a team.

· 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 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 AI/SaaS space, managing multi-million-dollar deals.

· Align, localize, and execute joint GTM strategy and multi-year regional business plans with HCL, as well as ensuring development of compelling JOINT GTM value propositions aligned to SN’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 AI/SaaS 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+ years of prior global alliances and partner sales including business development in Enterprise Software and/or AI&CRM 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, SI and partner organizations.

· Successful industry experiences working with the strategic systems integrators and service providers that utilize AI/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.

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For positions in this location, we offer a base pay of $188,940 - $281,040, 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. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to Service Now employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, Service Now may confirm the distance between your primary residence and the closest Service Now office using a third-party service.

Equal Opportunity Employer

Service Now is an equal 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. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.

Accommodations

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact globaltalentss@servicenow.com for assistance.

Export Control Regulations

For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), Service Now may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon Service Now obtaining any export license or other approval that may be required by relevant export control authorities.

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It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — Service Now stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.