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ServiceNow is seeking a Partner Manager to own the strategic partnership with Wipro, translating global partnership strategy into execution. This individual contributor role is responsible for the health, performance, and go-to-market execution of the Wipro partnership, working directly with the Global Wipro Partner Leader.
Key Responsibilities:
Partner Engagement & Pipeline Execution: Own end-to-end partner lifecycle management for Wipro, including joint business planning, GTM execution, and performance tracking. Drive NNACV targets across sourced and influenced motions (sell-to, sell-with, sell-through). Lead strategic pursuits, new logo acquisition, and pipeline expansion through close ServiceNow-Wipro collaboration. Drive partner pipeline development and deal progression in collaboration with field sales. Engage Wipro teams in active customer opportunities, including proposal situations requiring partner collaboration. Generate new business in existing accounts, new markets, and net new logos through partner-led and co-sell motions.
Cross-Functional Collaboration: Operate as a defined participant in cross-functional RACI models covering customer lifecycle and implementation motions. Align with internal stakeholders on roles, responsibilities, and execution across delivery and implementation activities. Partner to align sales plays to routes to market and guide partners on how to position and sell ServiceNow. Coordinate with Marketing to develop joint demand generation campaigns that drive co-sell pipeline.
Partner Readiness & Governance: Conduct quarterly and bi-annual business reviews, governance forums, and milestone tracking with Wipro. Coach and enable Wipro teams—remotely and in person—building senior-level relationships and managing partner risk. Advise Wipro on market, geographic, and route-to-market expansion, including new buying centers and customer segments. Track performance metrics and readiness indicators; escalate risks proactively to minimize business impact. Act as the primary partnership advocate across sales, product, customer success, marketing, and leadership teams to ensure consistent execution and impact globally.
Success Measures: Wipro pipeline growth and revenue contribution (sourced and sell-through NNACV); expansion into new markets, buying centers, and net new logos; partner engagement quality with early activation in customer opportunities and proposal motions; building trusted relationships with senior executives and mobilizing stakeholders around shared business outcomes; embedding AI across GTM, solution development, and operational governance.
Requirements:
- 10-15+ years in partner management, alliances, or ecosystem roles within enterprise software and/or consulting/implementation services
- Experience leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving, including AI-powered tools, workflow automation, and analyzing AI-driven insights
- Familiarity with partner lifecycle management, partner experience and productivity drivers, and partner performance measurement
- Experience supporting partner-involved deal and proposal motions, including identifying and aligning partners to pursue opportunities
- Experience working with Wipro and/or developing strong relationships at all levels
- Strong communication skills with the ability to align stakeholders on roles, expectations, and execution plans
- Proven ability to collaborate and influence across multiple internal teams in complex, matrixed operating models
- Strong understanding of partner-led and co-sell sales motions, including all routes to market
