About this role
Key Responsibilities
External Partner Relationship & Strategic Alignment
Serve as the primary Pre-Buy contact for ServiceNow's largest GSI — trusted by partner operations leads, finance teams, and executive stakeholders as the go-to for deal structure, exceptions, and escalationsOwn the weekly operating cadence: burndown reviews, pipeline calls, and exception handling across all GEOs with full partner visibility into inventory, deal status, and quarter-end riskBalance partner advocacy with internal compliance — protecting partnership health while ensuring Pre-Buy motions meet revenue recognition, compensation, and policy requirementsPre-Buy Program Management & GTM Execution
Own end-to-end Pre-Buy execution working cross functionally as a project management removing barriers and providing escalation points: Reviewer (not owner) of inventory tracking, burndown processing, OPTY validation, add-backs, swaps, and leftover reconciliation across both active contractsProduce weekly reporting for executive readouts — PPC burndown by GEO and forecast stage (Commit / Expect / Upside / Pre-Pipeline), closed transactions, and remaining inventory with bridge normalizationProactively identify slow-burn patterns, stranded inventory, and expiration risks; surface to leadership with context and recommended action before they escalateSales Strategy & Channel Enablement
Partner with GPLs GPS, and GPMs to identify pipeline opportunities that can be accelerated through the Pre-Buy motion — operating as a strategic sales partner, not a processorOwn field enablement with sales and the partner: playbooks, burndown SOPs, and partner-facing reference materials that reduce recurring questions and speed deal executionServe as the first escalation point for field issues — mis-bookings, policy gray areas, comp disputes — resolving or packaging for leadership with a clear recommendationCross-Functional Orchestration & Governance
Coordinate across Deal Desk, Revenue Operations, Finance, Legal, and Comp to drive clean approvals and maintain a single source of truth for all Pre-Buy and LOI decisionsOwn LOI governance: interpret contract language, translate into booking and comp guidance, and prevent LOI actions from triggering unintended downsell or GRR distortionPrepare executive-ready materials — business cases, risk flags, approval tracking, and QBR packages — for the PreBuy Committee and senior leadership Required Qualifications
5+ years in Channel Sales, Partner Operations, GTM Operations, or Sales Strategy in global enterprise SaaSDirect experience working with or within a large GSI or strategic channel partner — understands how GSIs structure deals, allocate budgets, and consume licensesStrong program management discipline: runs multi-stakeholder programs with clear milestones and exec visibility without hand-holdingSelf-starter with a track record of stepping into ambiguity, diagnosing what's broken, and building durable process independentlyExperience owning channel sales motions: deal intake, pipeline forecasting, compensation treatment, and partner-facing reporting cadencesComfort with enterprise SaaS deal mechanics: NNACV/ACV, GRR/NRR, revenue bridge normalization, and crediting modelsAbility to influence across Finance, Legal, Deal Desk, and Comp without direct authorityOperates with calm urgency in high-stakes, quarter-end environments with competing prioritiesPreferred Qualifications
Experience with prepaid, or inventory-based GTM models; familiarity with burndown accounting and OPTY reconciliation mechanicsPrior experience supporting a large GSI relationship (Cognizant, Infosys,) at global scaleProficiency with Salesforce, Power BI, and advanced Excel for operational reportingFamiliarity with LOI structures, deal governance, and revenue bridge accountingExperience managing GEO-distributed programs across EMEA, AMS, and APAC
JV20
For positions in this location, we offer a base pay of $94,000 - $155,100, 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.
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, religion, sex, sexual orientation, national origin, age, disability, gender identity, 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
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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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