Company Description
It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.
Join us to put AI to work for people.
Job Description
About the Role
We are seeking a senior, highly autonomous Partner Seller to own, develop, and scale ServiceNow’s partner-led business in Mexico.
This role will focus on building revenue-generating relationships across the broader partner ecosystem, including resellers, service partners, technology partners, hyperscalers, distributors, advisory partners, and regional alliances.
This is a strategic, quota-carrying individual contributor role with accountability for partner-sourced and partner-influenced pipeline, forecasting accuracy, sales execution, and revenue growth.
The Partner Seller will work across ServiceNow Sales, Solution Consulting, Partner Management, Product, Marketing, Customer Success, Deal Desk, and Operations to develop and execute joint go-to-market strategies.
Success in this role requires the ability to define partner strategy, activate the ecosystem around priority accounts and industries, influence senior stakeholders, and execute complex opportunities in a highly matrixed environment.
What You Will Do
Partner Strategy and Ecosystem Development
- Own and execute the partner sales strategy for Mexico, aligned with regional priorities and business objectives.
- Develop productive relationships across the broader partner ecosystem, including resellers, service partners, technology partners, hyperscalers, distributors, and regional alliances.
- Identify the partners best positioned to support priority accounts, industries, solutions, and market opportunities.
- Build joint business plans with selected partners, including revenue objectives, account priorities, pipeline targets, go-to-market activities, enablement needs, and executive engagement.
- Expand partner coverage in areas where ServiceNow requires additional industry expertise, customer access, solution capabilities, or geographic reach.
- Assess partner readiness and identify actions required to improve sales engagement, solution positioning, and execution.
Pipeline and Revenue Growth
- Generate partner-sourced and partner-influenced pipeline through joint account planning, co-selling, referrals, joint solutions, and market development activities.
- Drive net-new business and expansion opportunities through partner-led sales motions.
- Build pipeline from new accounts, industries, use cases, and partner relationships.
- Maintain accountability for pipeline development, opportunity progression, forecasting, and revenue outcomes across assigned partner relationships.
- Identify opportunities where partner capabilities can accelerate customer access, improve solution relevance, or strengthen the overall value proposition.
- Work with field sellers to integrate partners into account strategies and active opportunities.
- Ensure clear ownership, next steps, and measurable outcomes across joint sales activities.
AI-Powered Go-to-Market
- Advance ServiceNow’s AI-powered platform strategy through the Mexico partner ecosystem.
- Help partners understand, position, and take to market ServiceNow’s AI-enabled workflows and solutions.
- Integrate AI narratives into joint business plans, account strategies, value propositions, and customer conversations.
- Translate ServiceNow’s AI capabilities into relevant business outcomes for customers and partners.
- Support partners in developing AI-focused industry use cases, solution propositions, and go-to-market activities.
- Drive executive conversations around AI adoption, value realisation, trust, governance, and enterprise transformation.
- Maintain an active understanding of AI trends, customer adoption patterns, competitive positioning, and partner capabilities.
Cross-Functional Orchestration
- Collaborate with Sales, Solution Consulting, Partner Management, Marketing, Product, Customer Success, Operations, and Deal Desk.
- Influence field teams to engage the right partners at the appropriate stage of account and opportunity development.
- Partner with Marketing on joint campaigns, customer events, executive briefings, success stories, and industry activities.
- Promote consistent adoption of ServiceNow sales methodologies and partner sales motions.
- Share market intelligence, partner feedback, competitive insights, and customer trends with internal stakeholders.
- Operate as the central point of commercial coordination for assigned partner relationships and opportunities.
Qualifications
Qualifications | Required
- Strong experience in enterprise software sales, SaaS sales, partner sales, alliances, channels, or strategic account management.
- Proven experience developing business with and through partners in Mexico.
- Demonstrated success generating partner-sourced or partner-influenced pipeline.
- Experience developing new-logo opportunities and building pipeline from new accounts, industries, use cases, or market segments.
- Track record of meeting or exceeding sales targets in enterprise environments.
- Experience managing complex, multi-stakeholder enterprise sales cycles.
- Ability to develop joint business plans and translate partner relationships into measurable pipeline and revenue.
- Strong business acumen and ability to connect customer outcomes with technology and platform value.
- Ability to engage, influence, and negotiate with senior executives and C-level stakeholders.
- Ability to operate independently as a senior individual contributor while coordinating cross-functional and partner teams.
- Strong understanding of the Mexican enterprise technology market.
- Professional fluency in Spanish and English.
Desired Skills and Experience
- Experience within an enterprise SaaS, cloud, workflow, platform, cybersecurity, data, or digital transformation ecosystem.
- Experience working with different partner types, including resellers, service partners, technology partners, hyperscalers, distributors, and advisory partners.
- Established relationships within the Mexico technology and partner ecosystem.
- Experience developing partner-first, co-sell, referral, or joint go-to-market motions.
- Experience with multi-million-dollar or multi-year enterprise agreements.
- Experience positioning AI-enabled solutions or incorporating AI transformation narratives into customer and partner conversations.
- Familiarity with value-based selling, account planning, opportunity qualification, and forecasting disciplines.
- Strong executive communication, negotiation, and storytelling capabilities.
- Ability to operate effectively in ambiguity, complexity, and changing market conditions.
- Strategic mindset combined with a hands-on, execution-oriented approach.
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 and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.
Equal Opportunity Employer
ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, 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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