Company Description

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

Job Description

What you get to do in this role:

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 leading partner offerings and solutions and that’s exactly where this role comes into play. The Healthcare and Life Sciences Partner Acceleration Lead will join our Partner Acceleration team as part of our Global Partners and Channels Organization (GPC) team that is at the forefront of driving ServiceNow’s growth to $20B and beyond.

The Partner Acceleration team has set a goal to drive profitable revenue by building an effective Partner GTM engine, identification and monetization of breakthrough Offerings, Embedded Solutions with our broader partner ecosystem. The Partner Acceleration lead - Healthcare Industry is an exciting role that will own and be accountable for developing and executing the Partner GTM strategy for the Healthcare Industry. This role will be accountable for collaboratively developing NOW’s partner Offerings strategy for the Healthcare industry with a keen focus on providers, activation of partners, ownership of partner heat-map by geo/segment, assisting with partner engagement for Industry use cases’, TAM and Partner IP monetization scenarios with specific focus on development of new joint GTM business and commercial models with designated partners (primarily with System Integrators) that will scale to accelerate NOW growth to $20B+.

At a business level, you will be working with ServiceNow stakeholders to create and execute against our most pressing Healthcare Providers Industry personas and business imperatives. As a result, the successful candidate will possess deep Healthcare Providers Industry knowledge and domain expertise, program management skills, ability to drive measurable outcomes with the partner ecosystem, and should have a track record of demonstrated cross functional exec collaboration in a high-profile consulting/services/software organization that required securing consensus on key initiatives & priorities against targeted outcomes in a complex global high growth company. This individual will also need to be adept at internalizing the Global Partners and Channels op model principles to enable & accelerate NOW growth. You will be measured on Healthcare Providers Industry revenue you are able to drive by engaging with SI partners.

Primary focus:

· Own and Drive Partner GTM strategy for HealthCare Providers Industry

· Drive Sell- with and Sell-through revenue by working closely with SI partners

· Global focus

· Help identify, ideate, cultivate, monetize, and scale new Healthcare Providers Industry Offerings and Embedded Solutions that fundamentally transform the world of work. We classify partner Offerings as opportunities for a partner’s thought leadership IP to be coupled with the ServiceNow platform to create something net new to drive implementation or managed service revenue for partners and license revenue for ServiceNow.

· Work very closely and collaboratively with ServiceNow’s Industry GTM team and Industry Product teams as key stakeholders.

· Work closely and collaboratively with global & regional GPC staff and extended staff members to cross functionally align and vertically operationalize and localize the GPC global operating model principles, initiatives and programs leveraging the following three global-geo op model tenets.

· Partner Segmentation/Coverage, GTM Alignment & Governance, as well as a consistent & predictable Joint GTM Engagement approach with SI partners.

Additional Responsibilities:

• Drive measurable outcomes with the partner ecosystem through prioritized industry Offerings and Embedded Solutions across the Healthcare providers industry - specifically offerings that address customer needs and drive revenue pipeline

• Work strategically to identify new Healthcare and Life Sciences industry specific ‘use cases and solutions’ with key partners and build the associated partner industry plan including joint GTM and marketing campaigns around key industry Offerings. This includes coordinating the successful execution of offerings launches with our broader GPC and Industry GTM teams to the global sales team.

• Lead the effective collaboration of “deal level” strategies & tactics between field sales and partners at both new and existing customers to drive new logos & NNACV ‘Partner Sourced, Resell and Service Provider’ revenue.

• Own and run joint business reviews and executive level QBRs with top 5 partners for the HealthCare Provider Industry.

• Drive tight cross functional alignment across key internal stakeholders such as our industry GTM team, product teams, GPC global and regional teams.

• Work collaboratively with partner execs along with the GPC leadership to jointly develop world class business plans with associated QBR governance & exec sponsorship to include committed targets & shared metrics.

Requirements:

• Experience working at OR with Global System Integrators in building partnerships between System Integrators and Enterprise Software companies.

• Professional experience and/or knowledge of the Healthcare and Life Sciences industry vertical and the associated partner ecosystem. Initial focus will be more on the Healthcare Providers Industry.

• Sales mindset

• Strong network of industry SMEs in both partner and client environments.

• Ability to engage with partners in the sales cycle on joint ‘must win’ pursuits/opportunities, as well as facilitate co-sell & co-deliver opportunities with partners.

• Strong business development experience and history of developing and executing partner go-to-market plans.

• Ability to align, localize and execute joint GTM strategy and multi-year business plans with targeted partners around industry Offerings with compelling joint GTM value propositions.

• Clearly defined joint go-to-market initiatives with key NOW-Partner global exec sponsors with key milestones and progress tracking metrics & associated rigor to ‘inspect what we expect’.

• Work with regions to align with field sales, presales, enablement & services governance to ensure regional leadership input and feedback for ongoing refinement

Qualifications

To be successful in this role you have:

The ideal candidate will have 5 to 7+ years’ experience with a Global Systems Integrator (GSI), Enterprise Software and/or Enterprise SaaS company enabling or driving industry specific solutions aligned to the ‘Digital Transformation Journey’ that drive revenue & accelerated growth.Solid background and domain expertise working directly in the Healthcare and Life Sciences industry is a key requirement for this role.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, build consensus and resolve conflict in a highly collaborative manner.Diligent at measuring 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 highly dynamic environment.Past-experience and relationships with Global System Integrators, Managed Service Providers, ISV software vendors and experience with Cloud & SaaS Professional Service organizations required.Bachelor’s degree recommended; Consulting Experience preferred.

 

Not sure if you meet every qualification? We still encourage you to apply! We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candidate!

For positions in this location, we offer a base pay of $137,640 - $227,160, 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. Learn more here.

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. 

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