About this role
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. This role translates partner strategy into measurable business outcomes by aligning ServiceNow priorities with field and partner 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. This role is not solution- or product-specific and focuses on partner growth, sales effectiveness, and scalable execution across ServiceNow Routes to Market.
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 growthDrive partner pipeline development, inspection, and assist with deal progression in partnership with field salesWork with partners to generate new business in existing accounts, new markets, and net new logos while ensuring partners deliver successful projectsDevelop joint GTM plans with Marketing to drive co-sell and demand generation leading to pipeline and revenueAdvise partners on market, geographic, and route-to-market expansion, including identification of new buying centers and customer sales motionsCollaborate with Technical Partner Advisors (TPAs) and the to align sales plays to Routes to Market and guide partners on how to sell ServiceNowConduct quarterly and bi-annual business reviews, governance forums, and milestone trackingCoach and enable partners both remotely and face-to-face, building senior-level relationships and managing partner riskTrack performance metrics, readiness indicators, and reduce friction by escalating risks as neededSuccess Measures
Partner pipeline growth, and revenue contributionExpansion into new markets, buying centers, and net new logosConsistency of partner execution, governance, and project deliveryField and stakeholder satisfactionPartner maturity, scalability, and enablement effectiveness To be successful in this role you have:
5–10+ years in partner management, alliances, or ecosystem rolesStrong understanding of partner-led and co-sell sales motionsExperience developing and executing GTM strategies through partner ecosystemsExperience 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 insightsAbility to influence and operate in a matrixed organizationExecutive communication and relationship management skillsComfort operating in ambiguity with a bias toward actionWhy 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. Through strategic partner planning, joint GTM execution, and close collaboration with TPAs and field sales, the Partner Manager translates strategy into consistent, scalable outcomes that drive ServiceNow revenue growth.
Work Personas
We 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. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.
Equal Opportunity Employer
ServiceNow 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. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.
Accommodations
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.
Export Control Regulations
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.
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