Job Description
Solution Sales is on a journey to innovate across ServiceNow’s go-to-market (GTM), delight our customers, and fuel our unparalleled climb to $16B. We are moving fast, and with this rapid scale and dynamic growth, we are hiring a Business Development Manager to join our Strategic Portfolio Management, Team and drive growth, scale, and consistency across the region. As a Business Development Manager for our Strategic Portfolio Mgt (SPM), team, you will play a pivotal role in helping the APJ Sales Leadership define, shape, and execute our SPM strategy across the APJ region.
You will help roll out initiatives that contribute to market success of ServiceNow's SPM products and will work closely with Major Area leadership to define and execute Go-To-Market (GTM) priorities including growth, upsell/cross sell motions, and health/adoption focus. You will specifically help drive net new revenue growth, customer expansion for our SPM technology partnerships, and create new revenue streams for ServiceNow. You will bring together and drive cross-functional collaboration to execute strategic initiatives and contribute to our continued growth. You’ll also be the primary interface to connect sales cycles between ServiceNow and the strategic resell for our technology partners. As a Business Development Manager, you’ll help design and execute sales campaigns that will capitalize on our joint selling market opportunity and increase customer satisfaction.
This position comes with the opportunity to play a pivotal role in growing the business and driving lasting impact for the organization. The ideal candidate is a proven seller, expert at partnering with field teams, a superb relationship builder, and an intellectually curious individual who can develop trust with senior leaders and stakeholders across the organization. This role requires a seasoned professional with sales leadership, business development, strategy, and operations expertise. The candidate must be able to combine GTM expertise, product/market knowledge and sales GTM excellence to drive action and deliver results.
Key Responsibilities: What you get to do in this role
- Develop and implement a comprehensive business development strategy with a specific focus on transformation initiatives.
- Work with and thru our technology partners to establish sustainable support models for deal cycle product and technical support; models that don’t rely on our internal business unit teams for support.
- Analyze existing customer install base to identify and prioritize opportunities for joint upsell, cross-sell, and new logo acquisition campaigns. You’ll craft those plans in tight alignment with the objectives of each technology partner resell opportunity.
- Partner closely with SPM Specialist teams and with Sales Executives to execute sales cycles and close new business.
- Collaborate externally with selling teams aligned to our external technology partners and coordinate internally to achieve cohesive joint sales campaigns with ServiceNow core field teams.
- Develop and execute growth strategies at a Major area level in conjunction with adjacent functional leaders (Field Sales and Pre-Sales Leadership, Marketing, Alliances & Channels, Professional Services and Sales Operations teams) to effectively GTM.
- Own the multi-quarter business performance view, continuously track & monitor key metrics to ensure success, recommend course correction & success initiatives for our technology partnership GTM.
- Bridge market insights and intelligence to shape product pricing & packaging for GTM success. Inform the BU (Business Unit) and partnership integration roadmap based on customer & market insights.
- Define and drive cross functional programs that empower sales and solution consulting teams to drive Security Operations sales, adoption, and customer success.
- Help build, manage, and report on the SPM resell forecast and pipeline to the business with sales leadership.
- Partner with our Global Partner and Channel organization to influence the evolution of additional technology partnerships within the SPM space.
- Monitor industry developments, competitor activities, emerging trends, potential business opportunities, and customer requirements to provide feedback and insights that inform product managers and leadership.
- Help coach the core teams with foundational specialty solution area knowledge to identify SPM solution opportunities and help manage the sales cycle.
- Define enablement priorities, expand field domain expertise, uplevel competitive readiness.
- Facilitate best practice sharing between field teams and support a strong virtual community of interest around SPM technical partnerships.
