Regional Partner Manager, Capgemini

The Partner Manager for the Region (Capgemini) will be responsible for leading and scaling a strategic GSI alliance. This critical, high-visibility role requires a seasoned leader to own the joint Go-to-Market (GTM) strategy, drive revenue, ensure field sales alignment, and manage the overall health and success of the partnership in the Americas region. This role requires a blend of strategic planning, deep partner relationship management, and hands-on operational execution to convert alliance initiatives into measurable revenue and pipeline growth.

Key Responsibilities

1. Strategic Alliance Management & Planning

• Joint GTM Ownership: Develop and execute the comprehensive joint GTM strategy for the assigned GSI partner(s) across the Americas, ensuring alignment with both company and partner business objectives.
• Business Planning: Own the annual and quarterly joint business planning process (JBP), including setting shared revenue targets, developing pipeline forecasts, and securing executive sign-off from both organizations.
• Solution Development: Work with partner practice leaders and internal product/solution teams to co-develop, package, co-sell and bring to market new, high-value industry solutions built on our platform.

2. Sales and Revenue Execution

• Pipeline Generation: Drive collaborative pipeline generation efforts, focusing on "hunting" new joint accounts, improving early deal qualification, and increasing the number of co-sold opportunities.
• Field Engagement: Establish and manage formal operating cadences (e.g., QBRs, weekly pipeline reviews) with regional partner sales leaders and direct sales teams to ensure effective handoffs, territory mapping, and account planning.
• Deal Acceleration: Directly support the largest and most strategic joint deals, acting as the partnership expert to navigate complex sales cycles, negotiation, legal, and deal desk processes.
• MSP Management: Drive success within any Managed Service Provider (MSP) programs, ensuring early deal registration, renewal management, and adherence to operational standards.

3. Enablement and Readiness

• Executive Sponsorship: Cultivate strong, trusted relationships with key partner executives (e.g., VPs, Presidents of Americas Sales, Practice Leads) to secure top-down support, resolve escalations, and unlock new opportunities.
• Sales Enablement: Lead enablement sessions for both the GSI’s sales force and internal regional teams, ensuring they can effectively articulate the joint value proposition, target accounts, and qualify opportunities.
• Cross-Functional Alignment: Act as the internal champion and primary point of contact for the GSI, orchestrating resources across Marketing, Product, Engineering, and Global Alliances teams to ensure regional needs are met.

4. Operational Excellence and Accountability

• KPI Tracking: Be accountable for key performance indicators (KPIs) including partner-influenced revenue, co-sell pipeline, certifications and accreditations achieved, and new solution launches.
• Process Improvement: Drive continuous improvement in joint selling processes (e.g., deal registration, handoffs, qualification) to increase efficiency and maintain a high standard of partner engagement.

To be successful in this role you have

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry.
• Experience: 10+ years of experience in Partner Sales, Alliances, Channel Management, or Business Development within the enterprise software (SaaS) or cloud industry.
• GSI Expertise: Proven track record of successfully managing and driving revenue through Tier 1 Global Systems Integrators (GSIs), specifically within the Americas region.
• Executive Presence: Exceptional ability to build rapport, influence, and negotiate with senior executive leadership (VP/President level) both internally and externally.
• Sales Acumen: Strong commercial orientation with demonstrated success in consultative selling, forecasting, and closing large, complex deals.
• Travel: Ability to travel approximately [20-30]% across the Americas region for partner meetings, QBRs, and executive engagements.

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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

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