Partner Manager

• We are looking for an individual who will help to define ServiceNow’s strategic partner ecosystem
• The individual will identify, recommend, build, and execute strategic partnerships with ISVs that build apps and integrated offerings for sale and distribution through the ServiceNow Store
• This individual will develop partnerships that provide ServiceNow a competitive advantage in the market by delivering expanded value to our end-customers
• The ServiceNow Store team is instrumental in driving partner revenue as well as in influencing higher retention and expansion of ServiceNow ‘s homegrown solutions
• The ideal candidate will need to have at least 5-8+ years of experience managing technology partnerships
• This candidate will be a trusted advisor for our OEM and ISV partnerships and will be focusing on driving a successful GTM business strategy for each partnership they manage and will be measured by partner NNACV
• Conduct strategic GTM business plans with all ISV Partnerships, including technical innovation, sales, marketing, business goals and forecasting
• Generate incremental revenue in existing ISVs and in new ISV markets
• Develop partner go-to-market strategy: sales enablement, marketing, and forecast planning
• Achieve quarterly and annual NNACV revenue targets
• Drive strategic enterprise-wide OEM transactions
• Manage partner engagement via QBRs, executive check-ins, etc
• Work strategically, cross-functionally with BUs, sales, marketing, operations, legal, solution consulting, and product teams to execute against ISV partner and organizational goals
• Evangelize the ServiceNow Technology Partnership Program

Benefits

• Generous family leave
• Matched donations
• Annual learning stipends
• Flexible PTO
• Competitive retirement plan
• Paid volunteer time

• 5-8+ years of experience selling OEM, ISV, or direct enterprise software or enterprise SaaS solutions in large, complex environments
• Passion for partnering inside and outside of the organization with a proven track record of consistent overachievement of quota and revenue goals while establishing and maintaining partner satisfaction
• A proven track record of driving strategic GTM conversations
• Strong technical aptitude
• Excellent interpersonal, communication, and leadership skills
• Deep analytical skills enabling comprehension and synthesis of complex business and technical issues
• Ability to maintain a high level of planning and productivity, manage multiple competing priorities, and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative, and team-oriented environment
• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI’s potential impact on the function or industry
• Ability to develop business use cases & requirements, while creating and managing strategic alliances
• Ability to sell both bundling an application and deployment of a platform
• Ability to sell to C-Level and across Product and IT organizations