Senior Manager, Mid-Market Partners EMEA

at  Servicenow

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
ServiceNow is currently seeking Senior Manager, Mid Market to join the Global Partners and Channels (GPC) team to run our Mid Market business in EMEA. This position is a high-profile growth opportunity that demands a highly motivated individual with solid leadership, sales, communications, and organizational skills and is eager to learn and become part of a rapidly growing company.
At ServiceNow, we are creating a vibrant, world-class Global Partner Ecosystem to enable and accelerate growth to $20B+. As part of the Global Partner organization, this role will have responsibilities for leading a team that generates net new sales revenue with and through the EMEA partner Ecosystem.
The Senior Manager will provide sales leadership to the EMEA Mid Market teams to drive and generate new business sales revenue via “sell-to”, “sell with” and “sell through” motion with Partners. This will be achieved by territory planning, account planning, forecasting, using business development techniques and field-based sales activities within partners and engaging with the ServiceNow ecosystem to ensure success in generating revenue opportunities and effective management and closure of sales opportunities.
This individual will possess the qualifications to adapt the ServiceNow Global Partner Organization mission & transformational operating model principles to enable & accelerate NOW growth to $20B+ with and through different Routes to Market.

Primary Responsibilities

• Manage and develop a team of Partner Managers across EMEA, focused on Mid Market growth.
• Achieve sales quotas for allocated geography on a quarterly and annual basis.
• Align offerings and solutions with regional GTM and interlock with global GTM plans including solution and industry focus.
• Educate Field AEs on differentiation of 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 partner needs, business conditions, and drivers in EMEA Markets to tailor the ServiceNow 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 ServiceNow practice with partners and help elevate their delivery capability matrix across Industry Solutions.
• Develop joint go-to-market Mid Market Business plans with partners in EMEA leveraging all aspects of executive alignment, business planning, execution, and metrics-driven governance.
• Conduct Quarterly business reviews with Partners and ServiceNow leadership
• Drive Mid Market Marketing plans along with ServiceNow and Partner Marketing Teams.

Additional Responsibilities:

• Develop world class business plans with associated QBR governance & exec sponsorship with partners to include committed targets & shared metrics.
• Run regular Pipeline calls, as well as regular partner Cadence calls and Governance.

Requirements:

• 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 the EMEA Partner Ecosystem.
• 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 Cloud/SaaS space, managing multi-million-dollar deals.
• Demonstrable track record of achieving and exceeding targets whilst managing a team of Partner Managers, ideally with a next generation software company.
• Clearly defined joint go-to-market initiatives with key NOW-Partner exec sponsors with key milestones and progress tracking metrics & associated rigor to ‘inspect what we expect’.

Qualifications

TO BE SUCCESSFUL IN THIS ROLE YOU HAVE:

• The ideal candidate will have 8+ years of prior and partner and channel sales including teams management and business development in Enterprise Software and/or Cloud Services (including SaaS) driving partner revenue & accelerated growth with & through partners in collaboration with an Mid Market sales force.
• Proven skills building Go-to-market plans for Channel and partner organizations.
• Successful industry experience working with the strategic partners and service providers that utilize Software/SaaS, embedded in their Service Offerings.
• Is goal-oriented and confident, with aptitude and desire to lead 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.
  Not sure if you meet every qualification? We still encourage you to apply! We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candidate!
  Additional Information

Primary Responsibilities

• Manage and develop a team of Partner Managers across EMEA, focused on Mid Market growth.
• Achieve sales quotas for allocated geography on a quarterly and annual basis.
• Align offerings and solutions with regional GTM and interlock with global GTM plans including solution and industry focus.
• Educate Field AEs on differentiation of 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 partner needs, business conditions, and drivers in EMEA Markets to tailor the ServiceNow 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 ServiceNow practice with partners and help elevate their delivery capability matrix across Industry Solutions.
• Develop joint go-to-market Mid Market Business plans with partners in EMEA leveraging all aspects of executive alignment, business planning, execution, and metrics-driven governance.
• Conduct Quarterly business reviews with Partners and ServiceNow leadership
• Drive Mid Market Marketing plans along with ServiceNow and Partner Marketing Teams

Additional Responsibilities:

• Develop world class business plans with associated QBR governance & exec sponsorship with partners to include committed targets & shared metrics.
• Run regular Pipeline calls, as well as regular partner Cadence calls and Governance