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ServiceNow is seeking a Partner Manager to own the strategic partnership with Wipro, translating global partnership strategy into execution. This is an individual contributor role focused on driving partner health, performance, and go-to-market execution.
Key Responsibilities:
Partner Engagement & Pipeline Execution
- Own end-to-end partner lifecycle management for Wipro, including joint business planning, GTM execution, and performance tracking
- Own NNACV targets across sourced and influenced motions (sell-to, sell-with, sell-through)
- Drive 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
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: early activation in customer opportunities and proposal motions
- Build trusted relationships with senior executives and mobilize stakeholders around shared business outcomes
- Embed 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
