Role Overview:
As the ServiceNow Alliance Lead for Inspira Enterprise Inc., you will be the architect of our strategic partnership. You will lead the "sell-to, sell-with, and sell-through" motions with a specific focus on the US market. Your mission is to integrate our industry-leading cybersecurity solutions into the ServiceNow ecosystem, specifically within SecOps, IRM/GRC, and ITSM, to drive multi-million dollar revenue growth.
Key Responsibilities
1. Strategic Alliance Growth
- Joint Business Planning (JBP): Develop and execute a multi-year strategic roadmap with ServiceNow leadership, aligning our cybersecurity product portfolio with ServiceNow’s "Protect" and "Security" workflows.
- Pipeline Management: Drive partner-originated and partner-influenced revenue targets, ensuring a robust pipeline of joint opportunities across US enterprise and public sector accounts.
- Tier Advancement: Oversee all metrics required to maintain and elevate our partner status, including CSAT scores, Certification Credits, and ACV growth.
2. Ecosystem Engagement & Influence
- Executive Presence: Serve as the primary point of contact for ServiceNow’s Global/Regional Alliance Directors and Executive Sponsors.
- Market Positioning: Position our firm as the "Top of Mind" partner for ServiceNow’s direct sales force by highlighting unique cybersecurity differentiators.
- Incentive Optimization: Manage and maximize partner rebates, Marketing Development Funds (MDF), and referral programs to ensure high ROI.
3. People Leadership & Cross-Functional Orchestration
- Team Mentorship: Lead and scale a team of high-performing Alliance Managers, transitioning them from transactional coordination to high-value strategic influence.
- Technical Synergy: Collaborate with the CISO and Product Engineering teams to ensure our technical offerings are validated and successfully listed on the ServiceNow Store.
- Sales Alignment: Bridge the gap between internal sales teams and ServiceNow’s sales organization to facilitate co-selling success.
Required Qualifications
- 15+ Years in Alliance Management: Proven track record in the enterprise software or IT consulting space, specifically managing Tier-1 global partnerships.
- 5+ Years in Leadership: Experience managing and developing teams of senior professionals in a high-growth environment.
- Cybersecurity Domain Expertise: Deep understanding of the cybersecurity landscape (SOC, Vulnerability Management, GRC) and its mapping to ServiceNow modules.
- US Market Acumen: A strong existing network within the ServiceNow US sales organization.
- Education: Bachelor’s degree in Business, Marketing, or Technology; MBA preferred.
Core Competencies
- Strategic Vision: Ability to see the "big picture" of how two global entities can create a value proposition.
- Negotiation & Diplomacy: Skilled at navigating complex partner conflicts and resource prioritization.
- Analytical Thinking: Data-driven approach to tracking KPI performance and alliance health.
