Rimini Street, Inc. (Nasdaq: RMNI) is a global provider of enterprise software support products and services, and the leading third-party support provider for Oracle and SAP software products. The Company was founded to disrupt and redefine the enterprise software support market by developing innovative new products and services, providing ultra-responsive service and delivering outstanding value to clients.
We actively seek a Regional ServiceNow Partner Manager resident located in Singapore.
Rimini Street views all of our employees as partners, and is committed to providing an exciting, participatory and team oriented work environment. In addition to our very competitive compensation packages, be prepared for challenging professional growth and fun along the way in our work hard, play hard corporate environment.
Job Description
Position Reports to: VP Global Partnerships
ServiceNow is currently seeking a Regional ServiceNow Partner Manager (RPM-ServiceNow) to join the Global Partners, Alliances and Channels team to run one of our Largest Global Partnerships with ServiceNow in the assigned region. This position is a high-profile growth opportunity that demands a highly motivated individual with strong leadership, sales, communications, and organizational skills and is eager to learn and become part of a rapidly growing company.
At Rimini Street, we are creating a vibrant, world-class Global Partner Ecosystem to enable and accelerate growth. As part of the Global Partner, Alliances & Channels organization, this role will have responsibilities for generating net new sales revenue with a one of our Elite Partners, ServiceNow across the market in the assigned region(s).
The RPM- ServiceNow will provide sales leadership to the Global Partner, Alliances & Channels Management team to drive and generate new business sales revenue via “sell-to”, “sell with” and “sell through” motion. This will be achieved by territory planning, account planning, forecasting, using business development techniques and field-based sales activities within Rimini Street and ServiceNow, engaging with the ServiceNow ecosystem to ensure success in generating revenue opportunities and effective management and closure of sales opportunities. This qualified individual will also collaborate with a world class Global-Regional Sales Team and Alliance Team and drive the unified partnership program to achieve revenue growth and enhance our ability to deliver an exceptional customer experience.
Primary Responsibilities
- Achieve sales quotas for allocated territory on a quarterly and annual basis.
- Align offerings and solutions with regional GTM and interlock with global GTM plans including solution and industry focus.
- Educate Field Sellers on differentiation of partnership so they can provide more informed decisions to customers. Qualify, develop, and execute new sales opportunities and ongoing revenue streams.
- Conduct in-depth research of ServiceNow’s needs, business conditions, and drivers in assigned region to tailor the Rimini Street value proposition.
- Support Prospect qualification, development & execution of new sales opportunities across various RTM.
- Ability to accelerate License consumption and adaptable to challenging scenarios / problem statements.
- Help build the Rimini Street practice with ServiceNow beyond ITSM and move to modernizing legacy ERP Systems.
- Help Scale the Rimini Street business into key industry Verticals of ServiceNow such as BFSI, HC, Retail to name a few.
- Help navigate the Horizontal Service Line structure and explore new avenues of business with L4, AMS and Professional Services.
- Leverage the segmentation and coverage model within the assigned region to include alignment and execution of the global Partner Program principles and guidelines.
- Develop comprehensive joint go-to-market Business plans with the ServiceNow for the assigned region leveraging all aspects of executive alignment, business planning, execution, and metrics-driven governance.
- Interface to the global team and stakeholders in time zone including visibility of contracts renewal and de-bookings. Pipeline management and forecasting.
- Conduct Quarterly business review with ServiceNow and Rimini Street leadership.
- Drive Marketing plan along with Rimini Street and ServiceNow Marketing Team.
Additional Responsibilities
- Work strategically to identify new industry specific ‘use cases and solutions’ with ServiceNow specific to the assigned region.
- Develop world class business plans with associated QBR governance & exec sponsorship with ServiceNow to include committed targets & shared metrics.
- Manage potential conflicts and develop aligned approaches and resolutions at Executive levels
- Drive and Manage Geo Partner Managers and Territory Partner Managers for seamless execution
- Run Global Pipeline calls , Bi-weekly Alliance Cadence call and Governance.
Requirements
- Established operational relationships within the SaaS community. (ServiceNow experience preferred)
- Track record of consistent quota attainment & over achievement
- Strong strategic thinking including analytical and financial planning skills to meet and exceed quotas and goals. Knowledge of System Integrators, Resellers & Independent Software Vendors is a must.
- Ability to engage directly in the sales cycle on joint ‘must win’ pursuits/opportunities, as well as facilitate joint engagement as and when necessary.
- A strong background in sales or alliance partnerships gained within the Cloud/SaaS space, managing multi-million-dollar deals.
- Align, localize, and execute joint GTM strategy and multi-year regional business plans with , as well as ServiceNow ensuring development of compelling joint GTM value propositions aligned to Rimini Street’s value proposition.
- Demonstrable track record of achieving and exceeding targets whilst managing a small number of large accounts or alliance partners, ideally with a next generation software company.
- Clearly defined joint go-to-market initiatives with key Rimini Street-Partner global exec sponsors with key milestones and progress tracking metrics & associated rigor to ‘inspect what we expect’.
- Qualifications
To be successful in this role you have:
- The ideal candidate will have 12+ years of prior global alliances and partner sales including business development in Enterprise Software and/or Cloud Services (including Enterprise SaaS) driving partner revenue & accelerated growth with & through SI-SP partners in collaboration with an enterprise sales force.
- Proven skills building Go-to-market plans for Channel, SI and partner organizations.
- Successful industry experience working with the strategic systems integrators and service providers that utilize Software/SaaS, embedded in their Service Offerings
- Is goal-oriented and confident, with aptitude and desire to work with high-performing teams. This individual must demonstrate an ability to operate in a highly collaborative environment and fosters a “win as a team” environment.
- Diligent at measuring and communicating progress to achieve targeted business results, identifying obstacles and associated remediation plans.
- Experience and relationships with major SI’s, ISV’s, Managed Service Providers, Value Added Resellers and experience with leading software, Cloud & SaaS organizations required.
