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ServiceNow is seeking a Partner Manager to lead and nurture relationships with the ServiceNow Partner Ecosystem across the Americas region. This role manages a portfolio of partner companies, helping them develop and mature their ServiceNow practices while driving new business growth.
Key responsibilities include:
• Building Partner Practices: Develop business plans, conduct account planning, manage partner expectations, and establish industry/regional/product focus areas to drive growth.
• Planning for Success: Establish partner achievement targets, conduct capacity planning, define growth investments, and create points-earning roadmaps.
• Managing the Partner Ecosystem: Perform readiness assessments, track milestone achievement, conduct roadmap sessions, evaluate ecosystem health, manage tiering progress, and prepare metrics reporting and dashboards.
• Driving Ecosystem Governance: Communicate with stakeholders, execute plans, prepare reports, and coordinate global interlocks with other regions.
• Generating New Business: Work with designated ServiceNow partners to identify new business opportunities in existing accounts and new logos across all sales segments in the Americas region.
• Aligning Partner Investment: Direct partner investment toward areas of greatest opportunity, ensuring alignment with ServiceNow's Partner Industry Solutions strategy and Service Provider programs.
• Accelerating Practice Growth: Develop joint go-to-market plans with partners, focusing on the four C requirements: Capacity, Capability, Competency, and Customer Success.
• Driving Partner Cadence: Conduct regular pipeline reviews, operational excellence sessions, quarterly business reviews (QBRs), and executive business reviews (EBCs).
• Capacity Planning: Develop and execute plans ensuring partners have proper competencies, certifications, and co-delivery commitments to deliver successful customer implementations.
• Marketing Collaboration: Partner with marketing teams to build and execute joint demand generation plans, including Partner Prospecting Days, CxO Roundtables, and joint events.
• Standard Operating Procedures: Develop and maintain business planning guides and enablement journeys.
• Partner Coaching: Effectively coach and enable partners both remotely and in-person.
• Program Communication: Communicate partner program requirements and benefits across the ecosystem.
• Business Reviews: Conduct quarterly and bi-annual business reviews.
• Partner Portal Management: Enhance and manage partner portal systems.
• Travel: Approximately 10% travel required.
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).
• Ability to develop and maintain standard operating procedures.
• Strong coaching and enablement skills for partners (remote and in-person).
• Ability to communicate partner program requirements and benefits effectively.
• Experience managing partner ecosystems day-to-day.
• Ability to work closely with Partner Operations and Partner Enablement teams.
• Experience conducting quarterly and bi-annual business reviews.
• Ability to develop partner business cases and program roadmaps.
• Ability to articulate investment areas for program entry and progression.
• Experience executing remediation plans.
• Proficiency with partner portals and related systems.
• Experience working toward partner revenue goals through teaming and subcontracting.
• Ability to build and maintain relationships between internal teams and partner ecosystems.
• Willingness to participate in marketing events.
