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About the Role
The Partner Manager owns the health, performance, and strategy of assigned partners, focusing on pipeline development, market expansion, and sales execution. This role translates partner strategy into measurable business outcomes by aligning ServiceNow priorities with field and partner execution, driving co-sell motions, identifying new buying centers, expanding into new markets, and ensuring successful customer engagements.
Responsibilities
- Own end-to-end partner lifecycle management, including strategic partner planning and GTM business plans to drive sales pipeline and growth
- Drive partner pipeline development, inspection, and assist with deal progression in partnership with field sales
- Work with partners to generate new business in existing accounts, new markets, and net new logos while ensuring partners deliver successful projects
- Develop joint GTM plans with Marketing to drive co-sell and demand generation leading to pipeline and revenue
- Advise partners on market, geographic, and route-to-market expansion, including identification of new buying centers and customer sales motions
- Collaborate with Technical Partner Advisors (TPAs) and the to align sales plays to Routes to Market and guide partners on how to sell ServiceNow
- Conduct quarterly and bi-annual business reviews, governance forums, and milestone tracking
- Coach and enable partners both remotely and face-to-face, building senior-level relationships and managing partner risk
- Track performance metrics, readiness indicators, and reduce friction by escalating risks as needed
Requirements
- 5–10+ years in partner management, alliances, or ecosystem roles
- Strong understanding of partner-led and co-sell sales motions
- Experience developing and executing GTM strategies through partner ecosystems
- Experience leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving, including using AI-powered tools, automating workflows, or analyzing AI-driven insights
- Ability to influence and operate in a matrixed organization
- Executive communication and relationship management skills
- Comfort operating in ambiguity with a bias toward action
Skills
- AI integration
- Partner management
- Alliances
- Ecosystem roles
- Partner-led sales
- Co-sell sales motions
- GTM strategy development
- Matrixed organization navigation
- Executive communication
- Relationship management
Location
- AMS - North America and Canada
Work Type
- Flexible
- Remote
Experience Level
- 5-10+ years
About the Company
- ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work.
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 and conviction records will be considered for employment in accordance with legal requirements.