Introduction

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 — ServiceNow 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.

Your tasks

Job Description

As Partner Manager, for the Telco Industry you will help support our transformational vision: 'Partner Success' is synonymous with 'Customer Success' in accelerating Digital Transformation and predictable outcomes for our partners.

The Partner Manager is aligned to a focused regional territory to lead Co-sell/Co-delivery, Resell 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. This is a German based position.

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

Your profile

To be successful in this role you have

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry.
• Broad-based business and technology expertise with 10+ years in sales or 7+ years in either partner management or consulting within the Telco Industry
• Experience driving successful business development activities
• Experience working with organizations in multiple cities and markets
• Experience partnering with multiple Sales teams to grow the partner ecosystem in a "win as a team" environment
• Experience serving as a trusted advisor
• Fluent English and German

We offer

Additional

Work

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 ServiceNow employees depending on the nature of their work and their assigned work location. 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), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.

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