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About the Role
ServiceNow is expanding its two-tier channel model in the US and Canada with Carahsoft as its distributor. The Senior GTM Operations Manager, Distribution will manage the onboarding and daily operations of Carahsoft, establishing operating frameworks, activating reseller partners, and driving predictable, compliant revenue. This is a hands-on operational role during a program launch, serving as the primary operational contact between ServiceNow and Carahsoft to protect program integrity and accelerate revenue.
Responsibilities
- Design and implement the operational framework for Carahsoft, including processes, roles, service levels, and escalation paths.
- Define the operating cadence and governing documentation.
- Establish clear decision rights for pricing, deal registration, partner eligibility, and exceptions.
- Manage the end-to-end reseller onboarding process through Carahsoft.
- Build activation plans with Carahsoft and track partner readiness.
- Identify and coordinate the closure of enablement gaps.
- Manage deal flow from reseller registration through booking, resolving bottlenecks.
- Monitor pipeline and bookings data and produce performance reports.
- Ensure transactions comply with ServiceNow program rules, pricing, and contract terms.
- Coordinate prebuy and inventory structures with Carahsoft, including forecasting and replenishment.
- Track inventory positions and flag risks.
- Ensure Carahsoft's operations align with US federal, state, and local procurement requirements.
- Support compliance with trade and export controls, sales tax, invoicing, and data privacy.
- Partner with Legal, Finance, Tax, and Trade Compliance to resolve issues.
- Serve as the day-to-day operational point of contact between ServiceNow and Carahsoft.
- Build internal relationships with ServiceNow sales leaders and partner managers.
- Represent Carahsoft’s operational needs internally.
- Escalate issues with clear options and recommendations.
- Define and track KPIs for distributor performance, partner activation, and time to revenue.
- Identify process improvements and document lessons learned.
Requirements
- 8+ years of experience in channel operations, distribution management, or indirect sales operations, with at least 3 years in a senior or lead capacity.
- Direct experience managing or operationalizing a distributor or channel partner program in the US or Canada.
- Working knowledge of public sector contracting, including GSA schedules and cooperative purchasing contracts.
- Familiarity with commercial requirements affecting distribution, including sales tax, export controls, and US and Canadian invoicing obligations.
- Strong operational discipline to translate a launch plan into a working system, track it, and adjust.
- Excellent written and verbal communication in English.
- Demonstrated ability to work across functions and influence without direct authority.
- Proficiency with Excel and business reporting tools.
- Experience with CRM and partner management platforms is expected.
- Willingness to travel regularly to Carahsoft and partner sites.
- Authorization to work in the United States.
Skills
- Operational ownership
- Public sector fluency
- Commercial acumen
- Influence without authority
- Bias for speed
Location
- US
- Canada
Work Type
- Flexible
- Remote
Experience Level
- Senior
- Lead
Salary/Compensations
- $148,400 - $259,700
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, bringing together AI, data, and workflows to help businesses work smarter, faster, and better.
- Building an AI-native culture where technology and talent are unstoppable together.
- Join us to put AI to work for people.
Equal Opportunity
- ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, veteran status, or any other category protected by law.
- All qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.
- We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance.
- For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.