Veterans Preferred - Strategic Global Alliances Director - TCS
Location: Santa Clara
Posted on: November 17, 2021
Military Veterans are Encouraged to Apply. Company Description
ServiceNow is making the world of work, work better for people. Our
cloud-based platform and solutions deliver digital workflows that
create great experiences and unlock productivity for employees and
the enterprise. We're growing fast, innovating faster, and making
an impact on our customers' and employees' lives in significant and
important ways. With over 6,900 customers, we serve approximately
80% of the Fortune 500, and we're on the 2020 list of FORTUNE
World's Most Admired Companies.-
We're looking for people who are ready to jump right in and help us
build on our incredible momentum, our diverse, engaged workforce,
and our purpose to make the world of work, work better.
Learn more on Life at Now blog and hear from our employees about
their experiences working at ServiceNow.
What you get to do in this role:
The Strategic Global Alliances Director - TCS, within the Alliances
& Channels Ecosystem (ACE) organization will be accountable to
create a world-class 360 Global Alliance with Tata Consultancy
Services (TCS) and other targeted leading SI's. In this role it
will be critical to tightly align with the Global ACE mission &
transformational operating model principles to enable & accelerate
NOW growth to $15B+ over the next 5+ years.
This individual will play a key role in delivering on the ACE
transformational vision: 'Partner Success' will be synonymous with
'Customer Success' in accelerating Digital Transformation &
predictable Business Outcomes for our joint NOW-TCS and other
targeted SI clients.
- Develop a global 360 multi-year business plan with TCS and other
targeted SI's focused on Co-Sell & Co-Delivery to Accelerate joint
Clients' Digital Transformation Journey with associated business
outcomes in targeted markets
- Enable & establish World Class Delivery Global Capacity
supporting ServiceNow's 3 geographies (Americas, EMEA, APJ) by
Accelerate Services innovation in targeted industries via
compelling 'Use Cases'
- Drive Alliance operational rigor and business review governance &
cadence with ServiceNow and TCS and other targeted SI's senior
- Reporting to the Vice President, Global Strategic Alliances, this
individual will align to and work closely with ServiceNow's ACE
Regional VP's to operationalize and localize TCS and other targeted
SI's global multiyear plan for regional execution. This leader will
ensure that the ACE global operating model principles, initiatives
and programs are the foundation for our global 360 relationship
with TCS and other targeted SI's.
- This individual will virtually build & lead the NOW badged TCS
and other targeted SI's aligned internal community of highly
skilled Regional Alliance Managers & Solution Consultants dedicated
to the TCS and other targeted SI's Alliance. The NOW TCS, HCL,
other targeted SI's resources will be responsible to enable
co-selling/co-delivery, partner management & regional governance to
enable and accelerate growth against prescribed ACE 'NNACV' via
'Sourced' & 'Influence' revenue targets for TCS and other targeted
SI's. This leader will have cross functional engagement with field
sales, product line specialists, pre-sales, marketing and customer
outcome services teams to drive accelerated pipeline expansion and
growth via NOW's platform & solutions and successful co-delivery
within our very large and large enterprise account segment. This is
a high profile executive position providing a significant platform
for professional growth & business impact.
- Virtually lead a team of aligned Regional Alliance Managers who
inform and help localize global joint GTM plans for regional
- Manage all facets of our joint GTM motion & transactions models
with TCS and other targeted SI's to include Service Provider,
Resell & Influence, as well as 'Internal Sell To' in collaboration
with the assigned 'Sell to' resource covering TCS and other
- Lead the effective collaboration of "deal level" tactics between
sales and TCS and other targeted SI's at both new and existing
customers to drive new logos & NNACV 'Sourced-Influence'
- Work strategically to identify new industry specific 'use cases
and solutions' with TCS and other targeted SI's
- Establish global/regional QBR governance with TCS and other
targeted SI's in alignment with the ACE QBR cadence and rhythm
- Implement the '5 Step Joint Engagement Model' to align strategic
joint pursuit/acct planning & co-selling/co-delivery between NOW
field sales & TCS and other targeted SI's
Key Core Competencies
- Ensures Accountability: Holds self and others accountable to meet
- Execution Focus: Consistently achieves results even under tough
- Strategic Mindset: Sees ahead to future possibilities and
translates them into breakthrough strategies.
- Strong understanding of TCS and other targeted SI's's operating
model and established Global & Regional executive relationships
- Strong executive presence & track record of consistent quota
attainment & over achievement with TCS and other targeted SI's in
previous roles with other enterprise software, SaaS or Cloud/ Tech
services technology organizations.
- Ability to engage directly in the sales cycle on joint 'must win'
pursuits/opportunities, as well as facilitate co-sell
- Develop and execute joint GTM strategy and multi-year global
business plans, as well as ensuring development of compelling joint
GTM value propositions aligned to NOW's Four Primary Workflows &
- Develop and execute joint go-to-market initiatives with key
NOW-TCS and other targeted SI's exec sponsors with milestone and
progress tracking metrics & associated rigor to 'inspect what we
- Align & leverage ACE global initiatives & programs to enable
efficient and scalable processes (eg; Joint Pursuit Planning with
Strategic Deal Registration), forecasting, compensation,
training/enablement, and operational excellence.
- The ideal candidate will have 10 plus years of prior global
alliances leadership experience (prefer TCS and other targeted SI's
Alliance experience) in Enterprise Software and/or Cloud Services
(including Enterprise SaaS) driving partner revenue & accelerated
growth with & through SI-SP partners in collaboration with an
enterprise sales force
- Must be a team player that is goal-oriented and confident, with
aptitude and desire to build high-performing teams. This individual
must demonstrate an ability to get things done, manage multiple
stakeholders both internally and externally, work in a true
'east-west' operating model with both direct line and dotted line
team members, build consensus and resolve conflict in a highly
- High level of communication skills, both written and verbal
- Diligent at measuring and communicating progress to achieve
targeted business results, identifying obstacles and associated
- The successful candidate will be adaptable and flexible, able to
work and thrive in a highly dynamic environment
- Bachelor's degree a requirement. MBA and/or Technical
undergraduate degree a strong plus
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.
All new employees hired in the United States are required to be
fully vaccinated against COVID-19, subject to such exceptions as
required by law. If hired, you will be required to submit proof of
full vaccination or have an approved accommodation, by your start
date.Visitour Candidate FAQ page to learn more.
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 [email
protected] 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
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through the ServiceNow Careers site .
Keywords: ServiceNow, Santa Clara , Veterans Preferred - Strategic Global Alliances Director - TCS, Executive , Santa Clara, California
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