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About the Role

The Partner Manager, C&I Global Partner Team is an individual contributor role responsible for the health, performance, and go-to-market execution for the Governance and Risk practice strategy and execution at Deloitte. This role translates joint global strategy into practice strategy and execution, engaging partners in co-sell motions, pipeline development, and customer delivery. The Partner Manager operates cross-functionally to ensure the right partners are activated at the right time for the right opportunities. This role focuses on partner growth, sales effectiveness, and scalable execution across ServiceNow's routes to market.

Responsibilities

Own end-to-end partner lifecycle management for Deloitte, including joint business planning, GTM execution, and performance tracking for the Governance and Risk practice.
Drive partner pipeline development and deal progression in close collaboration with field sales.
Engage the right Deloitte partners 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.
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 with TPAs 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.
Conduct quarterly and bi-annual business reviews, governance forums, and milestone tracking with Deloitte partners.
Coach and enable Deloitte teams —remotely and in person—building senior-level relationships and managing partner risk.
Advise Deloitte 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.

Requirements

10-15+ years in partner management, alliances, or ecosystem roles within enterprise software and/or consulting/implementation services.
Strong understanding of partner-led and co-sell sales motions, including C&I routes to market.
Experience in Governance, Risk, Security and OT businesses.
Proven ability to collaborate and influence across multiple internal teams in complex, matrixed operating models.
Experience developing and executing GTM strategies through partner ecosystems.
Strong communication skills with the ability to align stakeholders on roles, expectations, and execution plans.
Comfort operating in ambiguity with a bias toward action.
Experience supporting partner-involved deal and proposal motions, including identifying and aligning partners to pursue opportunities.
Familiarity with partner lifecycle management, partner experience and productivity drivers, and partner performance measurement.
Experience leveraging AI tools into work processes, decision-making, or problem-solving—including AI-powered tools and workflow automation.

Skills

Partner management
Alliances
Ecosystem roles
Enterprise software
Consulting/implementation services
Partner-led sales motions
Co-sell sales motions
C&I routes to market
Governance
Risk
Security
OT businesses
Collaboration
Influence
GTM strategy development
Communication skills
Stakeholder alignment
Operating in ambiguity
Bias toward action
Deal and proposal motions
Partner lifecycle management
Partner performance measurement
AI tools
Workflow automation

Location

Remote

Work Type

Remote

Experience Level

10-15+ years

Salary/Compensations

$145,920 - $216,000

Benefits

Equity (when applicable)
Variable/incentive compensation
Health plans
Flexible spending accounts
401(k) Plan with company match
ESPP
Matching donations
Flexible time away plan
Family leave programs

About the Company

ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together.

Equal Opportunity

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.