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Salary: USD 83,640 - 129,660 / annual
ServiceNow is seeking a Partner Manager to define and execute the company's strategic partner ecosystem. This role focuses on identifying, building, and managing partnerships with Independent Software Vendors (ISVs) that create apps and integrated offerings for the ServiceNow Store. The Partner Manager will develop partnerships that deliver competitive advantage and expanded value to ServiceNow's end-customers, while driving partner revenue, retention, and expansion of ServiceNow's solutions.
Key responsibilities include:
- Developing and executing strategic go-to-market (GTM) business plans with ISV partners, encompassing technical innovation, sales, marketing, business goals, and forecasting
- Generating incremental revenue from existing and new ISV markets
- Creating partner go-to-market strategies including sales enablement, marketing, and forecast planning
- Achieving quarterly and annual Net New Annual Contract Value (NNACV) revenue targets
- Driving strategic enterprise-wide OEM transactions
- Managing partner engagement through quarterly business reviews (QBRs) and executive check-ins
- Working cross-functionally with business units, sales, marketing, operations, legal, solution consulting, and product teams
- Evangelizing the ServiceNow Technology Partnership Program
The ideal candidate will serve as a trusted advisor for OEM and ISV partnerships, with a focus on driving successful GTM strategies and being measured by partner NNACV performance.
REQUIREMENTS:
- 5-8+ years of experience managing technology partnerships, specifically selling OEM, ISV, or direct enterprise software or enterprise SaaS solutions in large, complex environments
- Experience leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving
- Proven track record of driving strategic GTM conversations
- Ability to maintain high-level planning and productivity while managing multiple competing priorities in a fast-paced environment
- Demonstrated history of consistent overachievement of quota and revenue goals while establishing and maintaining partner satisfaction
- Strong technical aptitude
- Ability to sell to C-level executives and across Product and IT organizations
- Excellent interpersonal, communication, and leadership skills
- Ability to develop business use cases and requirements while creating and managing strategic alliances
- Ability to sell both application bundling and platform deployment
- Deep analytical skills for comprehending and synthesizing complex business and technical issues
