Partner Business Manager - Federal System Integrators

ServiceNow - Vienna, VA (30+ days ago)3.8

Vienna, VA, USA

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:
ServiceNow is looking for an experienced Partner Manager to build, own, and manage our strategic relationships with assigned Federal Systems Integrator partners. These are a small number of top priority partnerships which will drive medium and long-term value for both companies.

The ideal candidate will possess a broad and deep expertise in the world of partnerships and cloud solutions, and will have a practical understanding of working with large FSI technology partners.

This will involve working with key leaders at ServiceNow, the Federal Sales team, and the Partner to influence, align and coordinate resources to deliver the desired results. The candidate should have a proven track record of driving strategic outcomes through an ecosystem: influencing innovation through a strategic Federal partner ecosystem, deal expertise, and/or business development experience.

The successful candidate must balance strategic-thinking with tactical execution; build effective and enduring partner relationships, drive highly cross-functional processes, possess a sound technical understanding of the partner’s and ServiceNow’s technology, and have a general action-oriented attitude.

This role will have very high visibility among the regional sales leadership team at ServiceNow, and will help grow our highest priority partnerships.

What you get to do in this role:
Manage and own strategic FSI partnerships with key sales and services partners, including related strategy development, and stakeholder engagement plans.
Ensure that assigned Partners are successfully completing ServiceNow’s Partner Program requirements.
Be ServiceNow’s internal subject matter expert for the partner’s differentiated offerings and value
Facilitate and co-ordinate internal supporting resources (incl. legal, finance etc.) to deliver desired outcomes
Work closely with the executive team and internal functional leaders to drive action and build world class execution capability
Build and maintain activity and performance reports and dashboards
In order to be successful in this role, we need someone who has:

10+ years total work experience with specific experience managing partners, business development or other deal-oriented role
Bachelor’s degree or equivalent;
Background in technology: in a product, technical sales or strategy role at a technology company
Strategic thinker, who is also execution oriented; ideally has experience driving cross functional programs or processes
Effective at building relationships (internally and with partner), collaborating, and influencing others; experience working with senior executives/ partners in cross-company projects
Strong communicator, able to convey complex ideas in a clear, concise manner both verbally and in writing; comfort in business and technical discussions
Self-starter who enjoys working in a fast-paced, collaborative, and high-growth environment
Strong team player who is also an independent thinker
Software industry domain expertise, and the ability to understand complex technology problems
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.