Regional Alliance Manager, Alliance & Channel Ecosystem - Federal | 24069

Sales Vienna, Virginia Santa Clara, California Waltham, Massachusetts


Job Title: Regional Alliance Manager, Alliances & Channel Ecosystem - Federal 
Location: Vienna, VA; Waltham, MA; Santa Clara, CA

ServiceNow is changing the way people work. With a service-orientation toward the activities, tasks and processes that make up day-to-day work life, we help the modern enterprise operate faster and be more scalable than ever before.  

We’re disruptive. We work hard but try not to take ourselves too seriously. We are highly adaptable and constantly evolving. We are passionate about our product, and we live for our customers. We have high expectations and a career at ServiceNow means challenging yourself to always be better. 

Position Summary:

We are looking for a highly motivated leader and team player to join the US Regional Alliances team to drive and support a plan to accelerate and scale the growth of our business with SI partners within the Federal business.

This is a key and strategic role that requires a balance of strategy, sales and a roll-up your sleeves and 'get it done' attitude. Success requires the execution of a plan to develop and accelerate the growth of our partner ecosystem within our Federal business, and specifically with our top Global System Integrator accounts. Additionally, you must be a highly motivated team player with expertise working in a fast paced, cross-functional manner. You have the ability to establish broad senior level relationships. You have a proven track record on delivering results and getting things done. You will demonstrate a strong business acumen, have outstanding communication skills and are able to effectively build relationships with SI, Reseller, MSP, ISV partners and executive leaders in the partner ecosystem.

  • What you get to do in this role:

    • Create a go to market business plan with the Area Sales leadership to drive sales growth with and through our Alliance and Channels Ecosystem
    • Manage to make an impact within your first 90 days. Drive to succeed and results focused
    • Excellent understanding of growing and sustaining businesses in a highly competitive and changing marketplace
    • Execute the development of our Partner Sales strategy for your Area and the Alliances & Channels Ecosystem Operating Model
    • Work with ServiceNow partners to generate new business in existing accounts and in new markets, as well as ensuring our partners assist in delivering successful projects in a defined territory or region.
    • Ability to liaise with and motivate individuals at all levels of the partner relationships
    • Politically astute, good understanding of business, and able to ascertain key decision makers
    • Work closely with our sales teams on best practices in partnering

    In order to be successful in this role, we need someone who has:

    • Strong track record of exceeding sales and partner sales revenue targets
    • Sound business acumen skills; thrive in a fast-paced, dynamic work environment
    • Strategic thinker who is able to blend consulting and business strategy to develop compelling plans for new partner initiatives
    • History of successfully developing and leading multiple strategic partnerships
    • Must be comfortable with complexity, and thinking on multiple levels of abstraction; demonstrates use of critical thinking techniques
    • Excellent spoken and written communication, interpersonal, relationship building skills
    • Ability to work both independently and with a team
    • Experience with creating and building differentiated relationships with partners in the SI, Reseller, MSP and ISV community
    • Demonstrated ability to drive significant influenced revenue with and through partnerships. 
    • Comfortable working with multiple internal teams, from individual contributors to senior executives, as well as building/maintaining relationships with clients, partners, etc
  • 5+ years experience working with Federal Partners, customers and sales organizations

    Desired Skills/Experience/Assets:

    • Broad-based business and technology expertise with 7+ years in either alliance management, consulting, or sales with a track record of driving successful business development activities
    • Experience of working with organizations in multiple cities/verticals.
    • Experience working with multiple Sales teams driving and building the partner ecosystem.
    • Highly motivated and independent contributor.
    • High energy, enthusiasm, and passion for the business.

    We provide competitive compensation, generous benefits and a professional atmosphere. This is a very collaborative and inclusive work environment where individuals strong on aptitude and attitude will have an opportunity to grow their professional careers through working with some of the most advanced technology and talented developers in the business.

ServiceNow is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, or veteran status. If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at (408) 501-8550, or for assistance.