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.
Job Description
The world of work is one of the most pressing issues that business leaders face today and, as the defining enterprise platform of the 21st century, ServiceNow is poised to be the platform of choice to tackle this critical imperative. But we will not do it without a robust partner ecosystem and that's exactly where this role comes into play. The Senior Alliance Manager, Microsoft will join our Alliances & Channel Ecosystem (ACE) team who is at the forefront of driving ServiceNow's growth to $15B and beyond.
Senior Alliance Manager, Microsoft is central to how we own and manage our strategic relationship with Microsoft in the Americas. The ideal candidate will possess a broad and deep expertise in the world of partnerships and cloud solutions and will have a practical understanding of working with large Global System Integrators (GSI). They will have demonstrated the ability to think strategically about new business models, solution selling and technical challenges to help us build compelling value propositions for ServiceNow and our customers.
The successful candidate must also balance strategic-thinking with tactical execution; build effective and enduring partner relationships, drive highly cross-functional processes, possess a sound technical understanding of ServiceNow's technology, and have an appreciation of Microsoft's strengths.
What you get to do in this role:
Primary Focus:

• Build a global, strategic multi-year join plan with Microsoft focused on co-sell & co-delivery with joint resources and other 3rd party alliance to Accelerate NOW-Microsoft clients digital transformation journey.
• Enable & establish world class joint engagements in the USA market for joint NOW Microsoft offerings with other markets to follows.
• Drive Alliance operational rigor and business review governance with ServiceNow and Microsoft leaders.

Reporting to the Senior Director, Global Microsoft Alliance, this individual will align to and work closely with relevant ServiceNow US sales teams and leadership to operationalize and regionalize the ServiceNow-Microsoft global multiyear plan.
The individual will be responsible for joint selling, partner management and & regional governance to enable and accelerate growth against prescribed NNACV via Sourced & Influenced revenue targets for Microsoft, as well as showcase wins.
In addition, the individual will work with key leaders at ServiceNow and at Microsoft through highly cross-functional '3 way' teams to influence, align and coordinate resources to deliver pipeline expansion and growth. The candidate should have a proven track record of driving strategic outcomes through an ecosystem including GSI implementation partners: influencing innovation through a strategic partner ecosystem, deal expertise, and/or business development experience.
This is a high-profile position providing a significant platform for professional business growth
Additional responsibilities

• Lead and grow our go-to-market partnership with Microsoft in the Americas by creating joint business plans including launch planning, enablement and co-marketing
• Lead the effective collaboration of "deal level" tactics between ServiceNow and sales teams and Microsoft both new and existing customer to drive revenue and pipe
• Be ServiceNow's advocate for Microsoft differentiated offerings and value
• Conduct day-to-day program management and QBR's with relevant internal and Microsoft stakeholders; play a 'quarterback' role to manage competing cross-functional priorities
• Work closely with the executive team and internal functional leaders to drive action and build world class execution capability
• Build and maintain activity and performance reports and dashboards

Qualifications

• Strong understanding of Microsoft vision, product suites (especially Azure and other cloud strategy) and Microsoft leadership structure and sales motions.
• Multi-year record of proactively & successfully co-selling and co-delivering with MFST including established global & regional sales and technical &services executive relationships.
• Strong executive presence & track record of consistent quota attainment over achievement.
• Develop & execute joint GTM strategy & multi year global business plans, as well as ensuring development of compelling joint GTM value propositions
• Develop & execute joint GTM initiatives including milestone and process tracking metrics and associated rigor.

Qualifications
To be successful in this role you have:

• Ideal candidate will have 7+ years' of prior global alliances leadership experience (Microsoft joint GTM Alliance experience required) in enterprise software and/or cloud services (including enterprise SaaS) driving partner revenue & accelerated growth with & through a technology partner in collaboration with an enterprise software force.
• Must be a team plater that is goal oriented and confident, with attitude and desire to build high performing teams. You 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 members, build consensus and resolve conflict in a highlight collaborative manner.
• High level of communication skills, both written and verbal.
• Diligent at learning and communicating progress to achieve targeted business results, identifying obstacles and associated remediation plans.
• The successful candidate will be adaptable and flexible, able to work and thrive in a high dynamic environment.
• Strong previous background in Partner Alliance Management.
• Strategic thinker, who is also execution oriented; ideally has experience driving cross functional programs or processes.
• Effective at building relationships (internally and with partners), collaborating, and influencing others; experience working with senior executives/ partners in cross-company projects.
• Strong communicator, able to convey complex ideas in a clear, concise manner both verbally and in writing; comfort in business and technical discussions
• Bachelor's degree or equivalent; MBA strongly preferred

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.
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. Visit our 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 protect yourself. All genuine ServiceNow job postings can be found through the ServiceNow Careers site .
Work personas
Work personas are categories that are assigned to employees depending on the nature of their work. Employees will fall into one of three categories: Remote, Flexible or Required in Office.
Required in Office
A required in office work persona is defined as an employee who is contracted to work from or aligned to a ServiceNow-affiliated office. This persona is required to work from their assigned workplace location 100% of the work week based on the business needs of their role.
Flexible
A flexible work persona is defined as an employee who is contracted to work from or aligned to a ServiceNow-affiliated office and will work from their assigned workplace location roughly 3 days/week or less (generally around 40-60% of the work week). Flexible employees may choose to work the remaining working time from their workplace location or home. Flexible employees are required to work within their state, province, region, or country of employment.
Remote
A remote work persona is defined as an employee who performs their responsibilities exclusively outside of a ServiceNow workplace and is not contracted or aligned to a ServiceNow-affiliated office, including those whose place of work (pursuant to their terms and conditions of employment) is their home. Remote employees are required to work within their state, province, region, or country of employment.