Partner Manager

Descrizione del lavoro:

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone-freeing people from busywork so they could focus on meaningful work. Today, 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. And we're just getting started.
Join us to put AI to work for people.

What you get to do in this role:
* 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
* Partner pipeline growth, and revenue contribution
* Expansion into new markets, buying centers, and net new logos
* Consistency of partner execution, governance, and project delivery
* Field and stakeholder satisfaction
* Partner maturity, scalability, and enablement effectiveness

Requisiti del candidato:

To be successful in this role you have:
* 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
* 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
* Ability to influence and operate in a matrixed organization
* Executive communication and relationship management skills
* Comfort operating in ambiguity with a bias toward action