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ServiceNow is seeking a Partner Manager to own the health, performance, and strategy of assigned partners within their territory. This role focuses on pipeline development, market expansion, and sales execution, translating partner strategy into measurable business outcomes by aligning ServiceNow priorities with field and partner execution.
Key Responsibilities:
- Own end-to-end partner lifecycle management, including strategic partner planning and GTM business plans to drive sales pipeline and growth
- Drive partner pipeline development, inspection, and assist with deal progression in partnership with field sales
- Work with partners to generate new business in existing accounts, new markets, and net new logos while ensuring successful project delivery
- Develop joint GTM plans with Marketing to drive co-sell and demand generation leading to pipeline and revenue
- Advise partners on market, geographic, and route-to-market expansion, including identification of new buying centers and customer sales motions
- Collaborate with Technical Partner Advisors (TPAs) to align sales plays to Routes to Market and guide partners on how to sell ServiceNow
- Conduct quarterly and bi-annual business reviews, governance forums, and milestone tracking
- Coach and enable partners both remotely and face-to-face, building senior-level relationships and managing partner risk
- Track performance metrics, readiness indicators, and escalate risks as needed
Success is measured by partner pipeline growth and revenue contribution, expansion into new markets and net new logos, consistency of partner execution and project delivery, field and stakeholder satisfaction, and partner maturity and enablement effectiveness.
Working closely with Field Sales, Partners, Marketing, Enablement, Sales Operations, and Technical Partner Advisors, you will drive co-sell motions, identify new buying centers, and ensure partners deliver successful customer engagements. This role is not solution- or product-specific and focuses on partner growth, sales effectiveness, and scalable execution across ServiceNow Routes to Market.
Requirements:
- 5–10+ years in partner management, alliances, or ecosystem roles
- Strong understanding of partner-led and co-sell sales motions
- Experience developing and executing GTM strategies through partner ecosystems
- Experience leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving, including using AI-powered tools, automating workflows, or analyzing AI-driven insights
- Ability to influence and operate in a matrixed organization
- Executive communication and relationship management skills
- Comfort operating in ambiguity with a bias toward action
