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ServiceNow is seeking a Partner Development Manager to join its Global Partner & Channels organization. This role focuses on accelerating growth within the partner ecosystem by working closely with strategic Service Provider partners to develop and scale AI-led Built On ServiceNow solutions—partner-led managed services powered by ServiceNow's workflow automation, data, and AI capabilities.
You will serve as a trusted advisor to the ecosystem, identifying, building, and scaling AI-powered managed services and platform-based solutions. The role offers the opportunity to drive long-term growth through platform-led, AI-first innovation.
Key Responsibilities:
Strategic Vision & Partner Collaboration: Shape multi-year growth strategies for Built On ServiceNow managed services and AI-led solutions, including re-platforming partner IP. Identify whitespace opportunities where ServiceNow can serve as an AI-powered platform foundation. Align with partner leadership on growth strategies and collaborate with partner executives on managed services and platform roadmaps centered on automation, intelligence, and AI. Discover, assess, and support high-impact Built On solution opportunities from concept through launch.
Built On Solution Development & Growth: Partner with internal and external teams to develop and launch new AI-led solutions. Guide Built On ServiceNow solution deals through their full lifecycle using consultative, value-focused conversations. Present AI-enabled solutions to partner leaders, highlighting business outcomes, platform differentiation, and ROI. Participate in Partner Executive Briefing Centers and executive meetings to showcase AI-driven use cases and technical capabilities.
GTM Strategy & Deal Structuring: Evaluate opportunities strategically and prioritize resources based on scalability and growth potential. Work with finance, deal desk, pricing, and legal teams to develop aligned deal structures. Lead collaboratively in a matrixed environment. Partner with build and GTM teams to ensure solutions are fully realized with adoption as a priority.
Requirements:
- Experience leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving (using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact)
- Track record of success in solution business development or sales, particularly with managed services, platform-based solutions, or AI-enabled offerings
- 10+ years of experience in enterprise IT sales, including complex solutions and strategic partnerships
- Experience selling complex solutions to senior leaders and large enterprises
- Strong communication, negotiation, and presentation skills
- Ability to build and maintain strong relationships at senior levels
- Knowledge of enterprise platforms, AI trends, and digital transformation
- Willingness to travel as needed for partner engagement
- Experience in consultative selling within BPO or platform/product environments
- Background in re-platforming managed services onto SaaS solutions
- Experience working with BPO leaders on transforming proprietary software and services into cloud-based offerings
- Pre-sales or solution leadership experience with GSIs or consulting firms
- Exposure to platform adoption, AI-enabled building, and solution monetization on enterprise platforms
