Sell Through GTM Director

Job Description

Company Description

At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you.

With more than 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be one of FORTUNE 100 Best Companies to Work For® and World's Most Admired Companies™.

Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.Job Description

Recruit, onboard and develop committed, scalable resellers regionally. Gather market data and identify untapped market potential.

Develop a 3 year thorough Sell through plan for ServiceNow with yearly milestones (Sell Through Strategy, Resource plan etc)

Continually assess, clarify, and validate partner needs. Track, measure and report-out on channel effectiveness against targets and adjust programs and strategies as necessary.

Understand our partners’ businesses and develop strategies and incentives to make them more profitable through our partnership.

Work cross-functionally internally to ensure messaging alignment, operational coordination, and evangelization of partner strategy.

Partner with marketing & Partner Program team to ensure the execution of programs and events to drive channel leads, pipeline, and deal progression. Develop joint messaging and value propositions that highlight mutually beneficial relationship and value to end customer, along with repeatable sales enablement programs and toolkits.

Works with Partner Managers across GEO/AREA to drive scale & growth in Commercial Segment

Coordinate and conduct sales and technical training for partners and internal sales teams.

Balance our internal services team for quality and program development with external partners for service delivery and scale

Manage direct/channel conflict by fostering excellent communication between the channel and direct teams.

Ensures partner compliance with Partner programs and agreements.

Participate in a partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.

Identify partner GTM &/or Offerings; working with partner sales resources, services, marketing, etc. develop & launch offerings to point of incremental join revenue achievement.Qualifications

To be successful in this role you have:

Demonstrated progressive channel leadership experience within the software industry.

Experience building and managing channel programs in multiple regions around the Americas, EMEA, APAC or Japan Regions

Demonstrable track record of success in worldwide channels strategic planning, owning sales targets and managing sales forecast.

Experience in a high-growth company. Strong ability to interact and influence effectively with C-level executives and team members

Record of recruiting and enabling top talent.

Ability to quickly understand technical concepts and explain them to audiences of varying technical expertise.

High caliber, dynamic personality.

Excellent time management and written/verbal communication skills.

Ability to travel as needed

You share our values, and work in accordance with those values.

For positions in New York State (outside of New York City), we offer a base pay of 137,340 to 226,620, 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

ServiceNow is an Equal Employment 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.

At ServiceNow, we lead with flexibility and trust in our distributed world of work. Click here to learn about our work personas: flexible, remote and required-in-office.

If you 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 for assistance.

For positions requiring access to technical data subject to export control regulations, including Export Administration Regulations (EAR), ServiceNow may have to obtain export licensing approval from the U.S. Government for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by the U.S. Government.

Please Note: Fraudulent job postings/job scams are increasingly common. Click here to learn what to watch out for and how to protect yourself. All genuine ServiceNow job postings can be found through the ServiceNow Careers site.

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