Company Description:

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.

Job Description:

What you get to do in this role:

Responsible for selling our industry leading SaaS and PaaS offerings to a specific region, working together with ACE Solution Consultants to ensure the Service Provider capitalizes on the full benefits of ServiceNow Platform
Responsible for implementing the Service Provider Program with existing and prospective Service Providers within a specified region
Support and lead on all Service Provider Sales which are related to the End Customers of the Service Provider and for external shared services to the public market (Internal Use led by Field Rep)
First line support to Field Sales (commercial or non) for guidance on all matters relating to Service Providers (such as best practice, GTM approach, building IP and solution positioning) in partner with ACE Solution Consultants
Responsible for selling our industry leading SaaS and PaaS offerings to a specific region, working together with ACE Solution Consultants to ensure the Service Provider capitalizes on the full benefits of ServiceNow Platform
Responsible to explain the SP Partner Program nuances, details and 3rd party use rights to the Service Provider
Lead and support the Service Providers to drive an accelerated “growth agenda” which takes into account their strengths and the power of the ServiceNow platforms based on partners core capabilities and customer footprint
Building sales and marketing strategies with the Service Provider to capitalize on the ServiceNow Platform
Manage development of new applications based on ServiceNow platform, assisting Service Providers from earlier stage (use case definitions) to the market and promotion of packaged Business Offerings
Be the trusted advisor to the partner by understanding their existing and future IT road map to drive Identify, recruit, enable, develop, manage and motivate new partners (including training, demand generation, co-selling, forecast management, business plan development, and collection
Pipeline management, sales process management including effective forecasting and opportunity closure in support of direct sales team

Qualifications:

To be successful in this role you should 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.
At least 5 years prior go-to-market experience with regional or global Partners and Service Providers
Prior experience with partner enablement programs and partner onboarding program tools and resources
Financial aptitude in budget development and partner account planning
Knowledge of enterprise sales and Service Provider Programs
Demonstrated ability to work through complex business challenges
Ability to achieve successful outcomes in a matrix organization and collaborative sales cycles
Solid Program Management experience
Prior Field Sales experience – understands the power of the ServiceNow Platform
Ability to persuade and build trusted client relationships
A strategic mindset, be execution focused and assure accountability
Highly motivated and independent contributor
High energy, enthusiasm, and passion for the business

TR22

For positions in this location, we offer a base pay of $116,820-$181,140, 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.

Additional Information:

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 ServiceNow employees depending on the nature of their work. Learn more here.

Equal Opportunity Employer

ServiceNow 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 [email protected] or 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.

Account Executive - SP