Partner Manager

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

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.

To be successful in this role you have

FD21

For positions in this location, we offer a base pay of $83,640 - $129,660 , plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

Responsibilities

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

Requirements

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.; 5-8+ years of experience selling OEM, ISV, or direct enterprise software or enterprise SaaS solutions in large, complex environments; A proven track record of driving strategic GTM conversations; 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; 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; Strong technical aptitude; Ability to sell to C-Level and across Product and IT organizations; Excellent interpersonal, communication, and leadership skills; 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; Deep analytical skills enabling comprehension and synthesis of complex business and technical issues