Sp Specialist

**Company Description**
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As part of the EMEA Partner Development SP team, you will be responsible for our Service Provider business, with a set of identified partners in defined EMEA territories.

The** SP Sales Specialist** is a regional individual contributor role within our EMEA Regional Service Providers (SP) Program to manage existing and new ServiceNow SP partners to enable them to sell their offerings internally and externally to the Market.

You will ;
- Be aligned to a group of SP’s within a region to help manage the sales cycle
- Work in partnership with Account Executives and end customer sales across Service Provider opportunities.
- Help prospective partners to take full advantage of the SP program and benefits.
- Be an advocate and first point of contact for SP queries.

This role has solid line reporting to the Director, EMEA Partner Development. This is a quota carrying partner executive role.

**What you get to do in this role**:

- Responsible for implementing the Service Provider (SP) Program with existing and prospective SP’s.
- Be the trusted advisor to the SP partner by understanding their existing and future IT road map to drive, enable, develop, manage and motivate new partners (including enablement, demand generation, co-selling, forecast management, business plan development etc.).
- Qualify, prioritise and manage SP opportunities, in conjunction with key stakeholders, from start to finish.

Success will be measured by achievement of sales quotas for allocated accounts and/or territory which will be enabled by:

- Educating customer Account Executives around our SP program so they can provide more informed decisions to customers.
- Qualifying, developing, and executing new sales opportunities and ongoing revenue streams for prospects by developing relationships across the SP route to market.
- Strong understanding of partner needs, business conditions, and drivers in order to align the ServiceNow value proposition.
- Co-ordinating and driving SP offerings appropriate to the local markets and in-line with area GTM plans across geographies and industries.
- Support prospect qualification, development & execution of new sales opportunities
- Help build the ServiceNow practice with the chosen SP Partners and elevate their delivery capabilities.
- Ensure exceptional partner experience throughout the sales cycle (onboarding, nurturing, offboarding) through the Partner Program behaviours.
- Develop joint go-to-market Business plans with the managed SP partners leveraging all aspects of executive alignment, business planning, execution, and metrics-driven governance.

Additional Responsibilities:

- Work closely with our Operations function who will support pricing and quoting activities for our SP partners.
- This individual will be responsible for joint selling and lead the effective collaboration of “deal level” strategies & tactics between sales and partners to drive new logos & NNACV ‘Sourced-Influence’ revenue.
- Identify new industry specific ‘use cases and solutions’ with key partners.
- Manage potential conflicts and develop aligned approaches and resolutions at Executive levels.
- Inform and evolve our processes to drive a world class partner experience.

**Qualifications**
To qualify for and be successful in this role, you will have:

- Broad-based business and technology expertise with 5+ years in either VAR, vendor or alliance management with a track record of driving successful business development activities.
- Experience of working with SI, MSP and/or Telco organizations in multiple cities/industry verticals
- Experience working with multiple Sales teams driving and building the partner ecosystem in a “win as a team” environment.
- A strategic mindset, be execution focused and assure accountability.
- Ability to persuade, be a trusted advisor and adaptable.
- Highly motivated and independent contributor
- High energy, tenacious, enthusiastic with a passion for the business

**Additional Information**
ServiceNow is an Equal Employment Op