Vendor Sales Manager

About Exclusive Networks

Exclusive Networks stands as the premier global cybersecurity go-to-market specialist, empowering partners and end-customers with an extensive suite of services and a meticulously curated portfolio of industry-leading products. With a robust operational footprint spanning over 45 countries and the capability to serve clients in more than 170 countries, we deliver unparalleled local expertise while leveraging the scale and efficiency of a unified global organization. Our best-in-class vendor portfolio features collaboration with top-tier industry players, complemented by a comprehensive range of services that include managed security, specialized technical accreditation, and training. These services are designed to capitalize on the rapid evolution of technology and shifting business models, ensuring our clients remain at the forefront of innovation. For further details, visit www.exclusive-networks.com.

Role Overview

The Vendor Sales Manager plays a pivotal role in driving revenue growth for ServiceNow, fostering demand generation, and expanding the ServiceNow market presence within the assigned region. This position is instrumental in cultivating a sustainable pipeline through strategic partner engagement, co-sell initiatives, and end-user account development. The Vendor Sales Manager will collaborate closely with partner sales teams, Partner Account Managers, and internal stakeholders to identify, qualify, and progress new business opportunities across the entire sales cycle. By acting as an extension of the partner sales team, the role will support the identification, development, and acceleration of ServiceNow opportunities within partner end-user accounts, combining channel sales, business development, solution positioning, and stakeholder management to deliver measurable revenue performance and sustainable growth.

Key Responsibilities

• Revenue Growth and Pipeline Development: Drive ServiceNow revenue growth, gross profit performance, and pipeline creation across the designated region through strategic partner engagement and co-sell activities.
• Opportunity Identification and Progression: Identify, qualify, and progress new business opportunities through the full sales cycle, ensuring alignment with customer challenges and business outcomes.
• Partner and Stakeholder Engagement: Build and maintain trusted relationships with partner sales teams, customer stakeholders, and executive sponsors to foster collaboration and mutual growth.
• Solution Positioning and Sales Enablement: Position ServiceNow solutions by aligning customer challenges to tangible business outcomes and value propositions, supporting customer meetings, workshops, discovery sessions, and business reviews.
• Deal Strategy and Commercial Support: Provide deal strategy guidance, commercial support, and margin optimization recommendations to maximize revenue potential and profitability.
• Services Attachment and Collaboration: Drive services attachment and collaborate with Services, Marketing, Customer Success, and Commercial teams to enhance customer value and satisfaction.
• Partner Development and Enablement: Support partner recruitment, onboarding, enablement, and capability development to strengthen the partner ecosystem and drive mutual success.
• Pipeline Forecasting and Reporting: Maintain accurate forecasting, CRM hygiene, and performance reporting to ensure transparency and accountability in pipeline management.
• Market Intelligence and Insights: Share market intelligence, competitive insights, and customer feedback to inform business planning and strategic decision-making.

Qualifications and Experience

To excel in this role, candidates should possess the following qualifications and experience:

• Proven Track Record: 5-10 years of experience in vendor sales, channel sales, business development, and account management, with a demonstrated ability to generate pipeline and achieve revenue targets.
• Industry Expertise: Experience working with technology vendors, channel partners, MSPs, consultancies, or systems integrators, preferably within the cybersecurity, SaaS, enterprise software, cloud, or digital transformation sectors.
• ServiceNow Knowledge: Familiarity with ServiceNow solutions is highly desirable, though experience in related fields such as ITSM, cybersecurity, or enterprise software is also valuable.
• Commercial Acumen: Strong understanding of partner ecosystems, co-sell sales motions, opportunity qualification, forecasting, and deal progression, with a focus on commercial excellence and margin optimization.
• Collaborative Mindset: Excellent communication and interpersonal skills, with the ability to build and maintain relationships across diverse stakeholder groups, including partners, customers, and internal teams.
• Strategic Thinking: Ability to develop and execute joint business plans and growth strategies, while providing actionable insights to support business planning and decision-making.