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Salary: USD 94,000 - 155,100 / annual
ServiceNow is seeking a Senior Analyst for Strategic Partner Operations to serve as the primary operational and strategic contact for ServiceNow's largest Global Systems Integrator (GSI) partner. This role bridges partner advocacy with internal compliance, managing complex deal structures, exceptions, and escalations across all geographies.
Key responsibilities include:
**External Partner Relationship & Strategic Alignment**
Serve as the trusted pre-buy contact for partner operations leads, finance teams, and executive stakeholders. Own the weekly operating cadence including burndown reviews, pipeline calls, and exception handling with full partner visibility into inventory, deal status, and quarter-end risk. Balance partner advocacy with internal compliance to protect partnership health while ensuring pre-buy motions meet revenue recognition, compensation, and policy requirements.
**Pre-Buy Program Management & GTM Execution**
Own end-to-end pre-buy execution working cross-functionally as a project manager to remove barriers and provide escalation points. Review (not own) inventory tracking, burndown processing, OPTY validation, add-backs, swaps, and leftover reconciliation across active contracts. Produce weekly executive reporting on PPC burndown by GEO and forecast stage (Commit/Expect/Upside/Pre-Pipeline), closed transactions, and remaining inventory with bridge normalization. Proactively identify slow-burn patterns, stranded inventory, and expiration risks, surfacing to leadership with context and recommended action.
**Sales Strategy & Channel Enablement**
Partner with GPLs, GPS, and GPMs to identify pipeline opportunities accelerable through pre-buy motions, operating as a strategic sales partner rather than a processor. Own field enablement including playbooks, burndown SOPs, and partner-facing reference materials. Serve as the first escalation point for field issues including mis-bookings, policy gray areas, and compensation disputes, resolving or packaging for leadership with clear recommendations.
**Cross-Functional Orchestration & Governance**
Coordinate across Deal Desk, Revenue Operations, Finance, Legal, and Comp to drive clean approvals and maintain a single source of truth for all pre-buy and LOI decisions. Own LOI governance by interpreting contract language, translating into booking and compensation guidance, and preventing LOI actions from triggering unintended downsell or GRR distortion. Prepare executive-ready materials including business cases, risk flags, approval tracking, and QBR packages for the PreBuy Committee and senior leadership.
**Requirements**
Required:
- 5+ years in Channel Sales, Partner Operations, GTM Operations, or Sales Strategy in global enterprise SaaS
- Direct experience working with or within a large GSI or strategic channel partner; understands how GSIs structure deals, allocate budgets, and consume licenses
- Strong program management discipline: runs multi-stakeholder programs with clear milestones and executive visibility without hand-holding
- Self-starter with track record of stepping into ambiguity, diagnosing what's broken, and building durable processes independently
- Experience owning channel sales motions: deal intake, pipeline forecasting, compensation treatment, and partner-facing reporting cadences
- Comfort with enterprise SaaS deal mechanics: NNACV/ACV, GRR/NRR, revenue bridge normalization, and crediting models
- Ability to influence across Finance, Legal, Deal Desk, and Comp without direct authority
- Operates with calm urgency in high-stakes, quarter-end environments with competing priorities
Preferred:
- Experience with prepaid or inventory-based GTM models; familiarity with burndown accounting and OPTY reconciliation mechanics
- Prior experience supporting a large GSI relationship (Cognizant, Infosys) at global scale
- Proficiency with Salesforce, Power BI, and advanced Excel for operational reporting
- Familiarity with LOI structures, deal governance, and revenue bridge accounting
- Experience managing GEO-distributed programs across EMEA, AMS, and APAC
