Sr Mgr, Built On Solutions GTM, Waltham

Company Description

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.

Join us to put AI to work for people.

Job Description

The Built on ServiceNow team is a strategic organization within ServiceNow’s Global Partnerships and Channel organization. The Built on ServiceNow team drives new market creation by combining the ServiceNow AI platform with our global Service Provider partner’s Business Process Services or product IP as-a-Service to co-create and GTM with cutting edge, differentiated solutions.

We are seeking a results-driven team member to lead the go-to-market (GTM) team for Built On solutions. In this role, you will drive solution adoption by spearheading ServiceNow’s engagement in the planning and execution of a comprehensive GTM strategy. You will work closely with partner stakeholders as well as internal stakeholders across ServiceNow including Sales, Industry GTM, Product Management, Marketing, and others.

What you get to do in this role:

Lead a team of seasoned global GTM Partner Development Managers to drive GTM execution for built on solutions
Leverage your passion in driving sales results to develop and execute a GTM plan for each Built on ServiceNow solution
Lead or support GTM workstreams per solution, including:
Field engagement, alignment and execution
Partner target account planning and joint pipeline development
Sales strategy and play developmentSales enablement and training
Development of sales and marketing assets
Launch announcements and communications
Support of pipeline conversion and target accounts
Partner and/or industry events presence
Other co-marketing initiatives
Be the point person for any GTM activities for your partners’ Built on ServiceNow solutions – both externally and internally (e.g. pipeline reviews, QBRs, etc)
Align closely with internal ServiceNow teams including Industry GTM, outbound PM, Marketing, etc
Track and report on the progress of GTM initiatives, ensuring ongoing optimization and impact
Support business development and sales proposal workstreams for the Built on ServiceNow team

Qualifications

Qualifications

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

10+ years in a partner/channel sales role – ideally in a B2B SaaS or enterprise software environment
Experienced people leader that has led teams and been accountable for a GTM function.
Track record of meeting or exceeding sales and partner sales revenue targets
Experience working at or with Managed Service Providers and/or Global Partners
Familiarity with sell-through partner motions
Strong collaboration skills - ability to liaise, build relationships with, and motivate individuals at all levels both internally and externally
Experience of working with organizations across multiple geographies / verticals
Ability to manage multiple projects simultaneously with attention to detail and focus on execution
Excellent communication and presentation skills
Knowledge of the ServiceNow platform or ecosystem is beneficial but not required
Technical prowess and ability to represent the solution is a plus
Willing and able to travel as necessary

For positions in this location, we offer a base pay of $148,900 - $232,000, 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 and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

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] for 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.