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Salary: USD 148,900 - 260,600 / annual
ServiceNow seeks a Partner Portfolio Excellence Lead to own the operational execution of the Americas (AMS) partner portfolio and co-sell motion. This manager-level role sits at the intersection of sales, services, delivery, and partner operations, responsible for aligning strategic partners to qualified account opportunities, converting demand into actionable portfolio and capacity requirements, and ensuring partner commitments drive measurable pipeline, customer outcomes, and return on investment.
Key responsibilities include:
- Own day-to-day execution of the AMS partner portfolio and co-sell motion, aligning strategic partners with qualified customer opportunities
- Build and maintain an integrated view of partner-influenced pipeline, allocations, committed capacity, utilization, delivery demand, and portfolio risks in collaboration with Services Sales Executives
- Identify partner-suitable opportunities, clarify partner value, and mobilize internal and partner stakeholders
- Partner with Global Partner Center (GPC) and geo partner sales teams to ensure partners have enablement, capability signals, and ecosystem readiness while maintaining clear ownership boundaries
- Apply global commercial governance and account planning frameworks to AMS opportunities and relationships
- Lead AMS partner business reviews, translating portfolio data into decisions, actions, and accountability rather than status reporting
- Provide AMS demand signals to Global Partner Portfolio Management for capacity and investment allocation
- Coordinate with Field Partner Operations to validate partner capacity, readiness, utilization, spend, forecast, onboarding, and reporting accuracy
- Coordinate with Partner Delivery leadership on delivery capability, quality history, staffing readiness, and governance requirements
- Remove commercial and operational blockers that slow partner co-sell execution
- Ensure portfolio decisions balance customer benefit, delivery fit, capability, and ROI
- Support joint account planning, partner opportunity reviews, pipeline inspections, and executive sponsorship for priority pursuits
- Maintain clear portfolio documentation, decision logs, action tracking, and executive reporting
- Identify opportunities to improve portfolio segmentation, opportunity routing, co-sell processes, analytics, and partner business review effectiveness
The role requires working across matrixed teams including AMS sales, account management, services, delivery, operations, GPC, and partner organizations. You will serve as the CEG geo interlock point for partner portfolio execution, connecting demand, delivery fit, and partner capacity with partner enablement and ecosystem readiness work.
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, commercial operations, or related role in 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, including 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 partner pipeline, allocation, and portfolio performance management processes
- 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
