Partner GTM Sales Operations Manager

Company Description
It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today - ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.
Job Description
What you get to do in this role:
We are seeking a highly motivated sales operations professional to support our Technology Partnerships sales organization.
This is an individual contributor operations role supporting a sales organization to achieve their business objectives and quota.
In this role, you will be the operations business partner for our Strategic Technology and CRM Partnerships VPs and their teams. You will own driving critical areas such as: pipeline management and reporting, territory planning and management, compensation design and administration, and new partner manager onboarding. You will also own policy and process design, optimization, and automation for the areas that you support.
In this role you will:

• Own all aspects of pipeline and forecast management and reporting
• Own sales territory analysis and design, coverage models, compensation plan design, quota modeling and headcount plans / tracking. Formulate and present recommendations to leadership.
• Design and track MBOs, SPIFFs, and other compensation related items.
• Create analytical reports, dashboards, and insights to support the business.
• Own completion of Quarterly Business Reviews (QBRs): analytics, insights and PowerPoint presentation creation
• Work cross-functionally to lead and/or participate in projects that improve productivity, efficiency, accuracy, and scale to meet business needs and pain-points
• Collaborate with cross-functional planning team to understand, document, communicate and drive all annual planning deliverables.
• Manage quota assignments, attainment and partner manager productivity
• Support new rep onboarding - comp plan and quota assignments, system accesses, dashboard and tool enablement
• Be the operations Subject Matter Expert on Strategic Technology and CRM Partnerships in all GTM program planning.
• Own creation, communication and governance of operational and compensation policies and processes in support of the GTM motions.
• Interface with Sales Operations, Finance, Commissions and Legal as needed (i.e. revenue recognition)

Qualifications
To be successful in this role you have:

• Must have at least 3-5 years of experience in a software Sales GTM organization, supporting field reps and territories.
• Strong experience managing pipeline and forecasts.
• Proficiency with sales systems: CRM, Anaplan, Varicent.
• Excellent data analysis and reporting skills via Excel and Power BI.
• Outstanding communication, interpersonal, leadership and influencing skills, with a proven ability to work collaboratively and cross-functionally.
• Exceptional presentation skills; must be able to synthesize and distill the very complex into simple and clear messages, articulating challenges, impact, risk, and recommendations.
• Excellent analytical and problem-solving skills with ability to drive conflict resolution.
• Proven ability to problem-solve and drive conflict resolution.
• Experience navigating evolving landscapes and shifting business priorities.
• Detail orientation coupled with a solutions-focused approach under tight deadlines.

JV20
For positions in this location, we offer a base pay of $94,000 to $155,000, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.
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, 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
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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