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ServiceNow is seeking a Partner Manager to own the strategic partnership with Wipro, one of the company's key global partners. This is an individual contributor role focused on translating joint global strategy into execution, driving partner health, performance, and go-to-market success.
You will own end-to-end partner lifecycle management for Wipro, including joint business planning, GTM execution, and performance tracking. Key responsibilities include owning NNACV targets across sourced and influenced motions (sell-to, sell-with, sell-through), driving strategic pursuits and new logo acquisition, and expanding pipeline through close ServiceNow-Wipro collaboration. You'll engage the right Wipro teams in active customer opportunities, generate new business through partner-led and co-sell motions, and operate as a defined participant in cross-functional RACI models covering customer lifecycle and implementation.
Cross-functional collaboration is central to the role. You'll align with internal stakeholders across sales, product, customer success, marketing, and leadership on roles, responsibilities, and execution. You'll coordinate with Marketing to develop joint demand generation campaigns, partner with sales plays to routes to market, and guide partners on positioning and selling ServiceNow solutions.
Partner readiness and governance are ongoing priorities. You'll conduct quarterly and bi-annual business reviews with Wipro, coach and enable their teams both remotely and in-person, advise on market and geographic expansion, track performance metrics, and act as the primary partnership advocate across the organization. Success is measured by Wipro pipeline growth and revenue contribution, expansion into new markets and buying centers, partner engagement quality, and building trusted relationships with senior executives.
The role requires 10-15+ years in partner management, alliances, or ecosystem roles within enterprise software and/or consulting/implementation services. You should have experience with partner lifecycle management, partner-involved deal and proposal motions, and ideally prior experience working with Wipro. Strong communication, cross-functional collaboration, and understanding of partner-led and co-sell sales motions are essential. Experience leveraging AI tools into work processes and decision-making is valued.
