Partner Manager

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Description

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — 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. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone. Role Summary  The Partner Manager owns the health, performance, and strategy of the assigned partners within their territory, with a focus on pipeline development, market expansion, and sales execution.   Working closely with Field Sales, Partners, Marketing, Enablement, Sales Operations, and Technical Partner Advisors (TPAs), the Partner Manager drives co-sell motions, identifies new buying centers, expands into new markets and net new logos, and ensures partners deliver successful customer engagements.   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  Success Measures  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   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  Why This Role Matters  This role strengthens partner-led growth by ensuring partners are equipped to generate pipeline, expand into new markets, and execute effective sales motions.   Work PersonasWe approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. Equal Opportunity EmployerServiceNow 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.  AccommodationsWe strive to create an accessible and inclusive experience for all candidates. S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals.  From Fortune. ©2025 Fortune Media IP Limited. All rights reserved. &#x

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