Global Partner Business Development Director, Embedded Solution Sales

This role is part of Service Now’s Global Partner and Channels (GPC) organization, dedicated to enabling & accelerating rapid growth through NOW’s partner ecosystem.As a Global Partner Business Development Director for Embedded Solutions, you will be responsible for leading the sales and business development efforts for large, differentiated and innovative embedded solutions in collaboration with our largest Service Providers (think partner’s managed services platform powered by ServiceNow). The ideal candidate will have executive gravitas, a strategic mindset, think like a CxO, and have a proven track record of qualifying, creating, and selling comprehensive IT solutions especially in managed services space.What you get to do in this role:Strategic Vision and Leadership:Develop and execute a strategic sales plan to drive growth through existing and new large, embedded managed services solution offered by the partner that can be re-platformed or build on ServiceNow.Pro-actively identify whitespace areas to penetrate NOW as the de-facto platform in Partner’s IP (Products, platforms etc.) to help drive wallet share expansion and TAM penetrationProvide visionary leadership to shape the thinking of partner execs to achieve mutual long term growth objectives via an embedded motion on NOW.Collaborate with partner executive leadership and targeted business unit owners to align on the long-term roadmap around managed services platform/solutions.Experience in identifying & evaluating potential opportunities for large Embedded pursuits & leading the journey from identification to launch & revenue realization with the partner.Engage Cross functionally with pre-sales and BU verticals for opportunity discovery.Large Embedded Solution Development & Sales:Oversee the entire sales cycle from identifying, qualifying to closing large complex deals, ensuring a consultative and solution-based sales approachPresent and demonstrate solutions to partner C-level executives & decision makers, articulating the value of ServiceNow & ROILead Partner EBCs by working closely with cross functional teams, including workflow BU’s, technical consultants, marketing, and enablement to showcase NOW capabilities around very targeted use cases as part of the embedded solution/managed services roadmap and to dive deeper technically as needed.GTM Commercial Models and Deal Execution:Collaborate internally across finance, deal desk, pricing and other teams and with the partner to define the deal construct including any unique commercial model (pricing and others) to establish deal commitment.Coordination with your partner to co-develop and bring innovative solutions to market inclusive of solution identification, market potential, solution design, build, launch & track success.Ability to rally a diverse team behind a common goal & lead without necessarily having reporting relationships with the cross-functional team involved.Ability to evaluate the different pursuits like a VC & channelize investments of ServiceNow resources based on potential.Entrepreneurial or Startup mindset to work with limited resources and creatively deploy available resources for maximising revenue.Performance Management:Drive business case, ROI and gain partner commitment to launch solutionAchieve sales targets and key performance indicatorsContinuously improve sales processes and strategies to enhance efficiency & effectivenessIdentify new Embedded pursuits in unexplored units