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ServiceNow is seeking a Resell Partner Manager to build and scale partner practices across a designated geography (AMS/EMEA/APJ). This role sits at the intersection of business development, partner enablement, and ecosystem management, driving new business generation through a curated set of ServiceNow partners in both existing and new accounts.
Key Responsibilities:
- Build partner practices through business plan development, account planning, and expectation management with a focus on industry, regional, and product priorities
- Plan for partner success by establishing achievement targets, capacity planning, growth investment strategies, and points earning roadmaps
- Manage the partner ecosystem through readiness assessments, milestone tracking, roadmap sessions, regular evaluations, tiering progress, and health analysis
- Drive ecosystem governance via stakeholder communication, execution plans, reporting, dashboards, and global regional coordination
- Work with assigned partners to generate new business in existing accounts and new logos across all ServiceNow sales segments
- Align partner investment in ServiceNow with areas of greatest opportunity, ensuring partner corporate goals align with ServiceNow's people, programs, and resources
- Accelerate Workflow and Now Platform practice growth via joint go-to-market plans aligned to ServiceNow's four C requirements: Capacity, Capability, Competency, and Customer Success
- Drive regular partner cadence including pipeline reviews, operational excellence, quarterly business reviews, and executive business reviews
- Develop and execute capacity plans to position partners to sell the Now Platform and deliver successful implementations with high customer success through proper competencies, certifications, and co-delivery commitments
- Collaborate with marketing teams on both sides to build and execute joint demand generation plans including Partner Prospecting Days, CxO Roundtables, and joint events
- Conduct quarterly and bi-annual business reviews with partners
- Develop partner business cases and program roadmaps
- Manage the partner portal and related systems
- Approximately 10% travel required
Requirements:
- Experience leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving (including AI-powered tools, workflow automation, AI-driven insights, or exploring AI's potential impact)
- Ability to develop and maintain standard operating procedures (business planning guides, enablement journeys, etc.)
- Strong coaching and enablement skills for partners, both remotely and face-to-face
- Ability to communicate partner program requirements and benefits across the ecosystem
- Day-to-day management experience with partner ecosystems
- Experience working with partner operations and enablement teams on reporting and best practices
- Proven ability to conduct quarterly and bi-annual business reviews
- Experience developing partner business cases and program roadmaps
- Ability to articulate investment areas needed to enter and progress through partner programs
- Experience executing remediation plans
- Portal and systems management capabilities
- Ability to work toward partner revenue goals through teaming and subcontracting
- Relationship-building skills between internal teams and partner ecosystems
- Comfort with marketing events and ecosystem participation
