Senior Manager, Alliances - ServiceNow

At NAVISITE - Part of Accenture, celebrating our employees and investing in their well-being and development is not just a priority or an initiative - it's woven directly into our company fabric. Our mantra and unofficial corporate hashtag #SoMuchGood is all about recognizing our team's commitment and achievements, both inside and outside the office. It's that theme that has driven a host of programs at Navisite - it's who we are. What we do is simple: We work hard, we have fun, we give back to the community and we never take our eye off the goal - creating a modern cloud MSP with a global, talented team of employees. Join us and be part of our team!!

Navisite is looking for a talented and proactive Sr. Manager, Alliances (ServiceNow) responsible for developing and growing our ServiceNow practice. This team member will be responsible for establishing and nurturing relationships with both ServiceNow sales executives and Navisite leadership to identify, build, and execute new go-to-market (GTM) strategies and sales opportunities.  The role will focus on growing sales and pipeline through demand generation, origination, and co-selling opportunities with ServiceNow. You will report to the Sr. Director of Global Alliances and Demand Generation on the Marketing team.  

Key characteristics for applicants include team-oriented and self-starting individuals with the ability to form strong relationships and a history of solutioning and selling ServiceNow applications for customers. Applicants should have knowledge of ServiceNow products and solutions. Some additional key skills include strategic thinking, strong presentation skills, and executive presence. 

Location: This position will be remote with travel. Candidate may work where they live anywhere in the United States.

Travel Requirements: Candidate will be required to travel approximately 20% of the time.

Responsibilities:

Ownership of the overall go-to-market relationship with ServiceNow, including all relationship management, executive communication, and execution of governance as agreed with ServiceNow. Create a go to market business plan with the sales leadership to drive sales growth with and through ServiceNow and supporting technologies.

Demand Generation: Facilitate and execute demand-generation activities, including internal and joint enablement sessions, briefings, and events to develop qualified pipeline. Strategic thinker who can blend consulting, sales, and business strategy to develop compelling plans for new ServiceNow initiatives.

Sales Origination: Conduct sales origination activities, including the execution of joint account planning sessions between Navisite and ServiceNow to identify new opportunity areas.  Execute on these opportunities alongside sales origination and sales capture teams. 

Relationship Management: Develop ServiceNow and Navisite executive-level and field sales-level relationships to align teams and grow the market share of Navisite-ServiceNow collaborative business (co-sell), as well as bring Navisite's ServiceNow strategy effectively to the field. Ability to establish broad senior, and C level relationships.

Client Alignment & Field Engagement: Work across Navisite’s different entities and the ServiceNow organization to connect the right SMEs with the right opportunities to develop strong strategies and execute successful sales cycles.  

Pipeline Tracking & Reporting: Maintain ownership of opportunity tracking between ServiceNow and Navisite, and integrate this into timely and accurate regional reporting for Navisite leaders. 

Execute the development of our ServiceNow Partner Sales strategy for Navisite with 30, 60, and 90 day published milestones

Qualifications:

Minimum of 10 years of professional experience in sales execution, sales enablement, alliance management, and program development with experience in front-office CRM and sales, marketing, customer service, e-commerce, and other customer engagement applications. 

Experience working with partners and cross-functional teams to develop business opportunities. 

Experience with creating and building differentiated relationships with partners in the SI, Reseller, MSP and ISV community

Experience working alongside ServiceNow with focused experience in partner strategy and sales. 

Excellent understanding of growing and sustaining businesses in a highly competitive and changing marketplace

Comfortable working with multiple internal teams, from individual contributors to senior executives, as well as building/maintaining relationships with clients, partners, etc.

Additional Information

NAVISITE - Part of Accenture, is an equal opportunity employer. We celebrate diversity and we are committed to creating an inclusive environment for all employees. Navisite does not discriminate in employment on the basis of race, color, religion, sex (including pregnancy and gender identity), national origin, political affiliation, sexual orientation, marital status, disability, genetic information, age, membership in an employee organization, parental status, military service, or other non-merit factor.

Internal Applicants – No sponsorship available / External Applicants – Sponsorship not guaranteed. Any potential sponsorship depends on a number of factors, including but not limited to the local candidate pool and can vary from year to year.

You must ensure compliance with data protection legislation under the DPA, EU GDPR, any other ​applicable ​data protection legislation​.