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Salary: USD 148,900 - 260,600 / annual
ServiceNow is seeking a Partner Development Manager to join its Global Partner & Channels (GPC) organization. This role focuses on accelerating growth within the partner ecosystem by developing and scaling AI-led, co-created solutions through strategic Service Provider partnerships.
You will serve as a trusted advisor to ServiceNow's ecosystem, helping identify, build, and scale AI-powered managed services and platform-based solutions. The position 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. Identify whitespace opportunities where ServiceNow can serve as an AI-powered platform foundation for partner products. Align with partner leadership on growth strategies around Built On and AI-enabled capabilities. Collaborate with partner executives and business unit leaders 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 and growth.
Built On Solution Development & Growth: Partner with internal and external teams to develop and bring new Built On, AI-led solutions to market from concept through launch and go-to-market execution. Guide Built On ServiceNow solution deals through their full lifecycle using consultative, value-focused conversations. Present AI-enabled Built On solutions to partner leaders, demonstrating 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 deal structures aligned with AI innovation. Lead collaboratively in a matrixed environment, bringing stakeholders together around shared growth goals. Partner with build and GTM teams to ensure solutions are fully realized with adoption as a priority.
Requirements:
- 10+ years of experience in enterprise IT sales, including complex solutions and strategic partnerships
- Track record of success in solution business development or sales, particularly with managed services, platform-based solutions, or AI-enabled offerings
- 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
Nice to Have:
- 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
