- Experience
- 5–11 yrs
- Salary
- —
- Openings
- 1
- Posted
- 1 week ago
- Work mode
- Work from home
- Resume
- Required to apply
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Job description
About ServiceNow
ServiceNow originated when engineer Fred Luddy developed code to automate a repetitive task, inspiring the creation of a company aimed at freeing people from busywork to prioritize meaningful activities. Today, ServiceNow operates as an AI-driven platform helping 85% of Fortune 500® companies enhance efficiency and innovation by integrating AI across data and workflows. The organization fosters an AI-native culture that unites technology and talent ambitiously and continuously.
Role Overview
The Partner Manager is accountable for the overall well-being, performance, and strategy of designated partners within their region, emphasizing pipeline growth, market outreach, and sales execution. They translate partner strategies into measurable business outcomes by aligning ServiceNow’s goals with both field and partner activities.
Key Responsibilities
- Manage entire partner lifecycle, including strategic planning and go-to-market (GTM) business strategies to stimulate sales pipeline and growth.
- Collaborate with field sales to develop, review, and advance partner pipeline and deals.
- Support partners in generating new business within existing accounts, expanding into new markets, and acquiring new customers, ensuring successful project delivery.
- Create joint GTM plans with marketing teams to foster co-selling and demand generation, enhancing pipeline and revenue.
- Provide counsel on market expansion, geographic reach, and alternative sales approaches, identifying new customer segments.
- Coordinate with Technical Partner Advisors (TPAs) to align sales initiatives with Routes to Market and guide partner selling strategies.
- Lead quarterly and semi-annual business reviews, governance meetings, and milestone follow-ups.
- Coach and empower partners remotely and in-person, establishing executive-level relationships and managing potential risks.
- Monitor performance indicators and readiness metrics, escalating issues to mitigate barriers.
Qualifications
- Experience incorporating AI into workflows, decision-making, or problem-solving, including use of AI tools, workflow automation, and analysis of AI-generated insights.
- 5 to 10+ years of experience in partner management, alliances, or ecosystem development roles.
- Proven ability to enhance partner-led growth through strategic partner planning, joint GTM execution, and collaboration with sales and TPAs.
- Comfortable operating amidst ambiguity with a proactive problem-solving approach.
- Exceptional communication skills and ability to manage relationships at executive levels.
- Capability to influence and work effectively within a matrix organizational structure.
- Demonstrated success developing and implementing GTM strategies leveraging partner ecosystems.
- Strong grasp of partner-led and co-selling sales methodologies.
Additional Information
Work Flexibility: ServiceNow embraces a flexible and trusting work environment, classifying employees based on their work nature and location. Eligibility for certain work personas may be validated based on proximity to ServiceNow offices.
Equal Employment Opportunity: ServiceNow commits to providing fair employment opportunities regardless of race, gender, religion, disability, veteran status, or any other legally protected category. Candidates with arrest or conviction records are also considered following legal standards.
Accessibility: The company strives to make the recruitment process accessible to all candidates, offering reasonable accommodations upon request.
Export Control Compliance: Employment is contingent upon obtaining export control approvals if required, in compliance with applicable regulations.