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Salary: USD 148,900 - 260,600 / annual
ServiceNow is seeking a Partner Portfolio Excellence Lead to own the operational execution of the Americas (AMS) partner portfolio and co-sell motion. This role sits at the intersection of sales, services, delivery, and partner operations, responsible for aligning strategic partners with qualified customer opportunities, converting demand into actionable portfolio and capacity requirements, and ensuring partner commitments drive measurable pipeline, customer outcomes, and return on investment.
You will work across AMS sales, account teams, services, delivery, operations, Global Partner Community (GPC), and partner teams to maintain a clear view of pipeline, allocation, utilization, and portfolio health. Key responsibilities include owning day-to-day partner portfolio execution and co-sell motion; building an integrated view of partner-influenced pipeline, allocations, committed capacity, and utilization with Services Sales Executives; identifying partner-suitable opportunities and mobilizing internal and partner stakeholders; leading AMS partner business reviews that drive decisions and actions rather than status reporting; coordinating with Field Partner Operations to validate partner capacity, readiness, and reporting accuracy; and removing commercial and operational blockers that slow execution.
You will serve as the CEG geo interlock point for partner portfolio execution, connecting demand, delivery fit, and partner capacity with GPC's partner enablement work while maintaining clear ownership boundaries. You'll apply global commercial governance and account planning frameworks to AMS opportunities, provide demand signals to Global Partner Portfolio Management for capacity allocation, coordinate delivery readiness checks before partner handoff, and maintain clear portfolio documentation and executive reporting. The role also involves identifying process improvements in portfolio segmentation, opportunity routing, co-sell processes, and analytics.
Requirements:
- 6-8 years of relevant experience in partner management, sales operations, portfolio management, services strategy, or related commercial role
- Demonstrated experience in partner portfolio management, co-sell execution, services sales operations, partner strategy, or commercial operations in a technology or SaaS environment
- Experience working with account teams and partners to develop, qualify, advance, and govern partner-attached opportunities
- Strong commercial and financial acumen, including pipeline management, investment allocation, capacity planning, forecasting, utilization, and ROI analysis
- Proven ability to synthesize portfolio data into clear recommendations, trade-offs, and executive decisions
- Experience leading partner business reviews, account planning cadences, pipeline inspections, and cross-functional action tracking
- Ability to coordinate across sales, delivery, operations, finance, customer success, GPC, and partner stakeholders in a matrixed environment
- Strong understanding of handoff between co-sell execution, contracting, capacity confirmation, delivery readiness, and post-sale governance
- Excellent stakeholder management, communication, facilitation, and problem-solving skills
- Demonstrated operational rigor with accurate forecasts, portfolio records, decision logs, and follow-through
- Knowledge of or ability to rapidly develop proficiency in ServiceNow's platform, products, customer lifecycle, and partner ecosystem
- Ability to operate across multiple AMS markets, balance competing priorities, and make progress through ambiguity
Preferred Qualifications:
- Experience with partner investment, capacity commitment, co-sell, or services funding models
- Experience working with global systems integrators or strategic technology and services partners
- Familiarity with enterprise SaaS, professional services, customer success, adoption, and value realization motions
- Experience building or scaling a partner pipeline, allocation, and portfolio performance management process
- Advanced proficiency with CRM, pipeline analytics, forecasting, dashboarding, and executive reporting tools
- Relevant certifications or formal training in finance, sales operations, partner management, program management, or analytics
