C&I Partner Manager - IBM Governance & Security & Autonomous Workforce

ServiceNow•Chicago, IL

3h•$126,060 - $180,000•Hybrid

About The Position

The Partner Manager, C&I Global Partner Team is an individual contributor role responsible for the health, performance, and go-to-market execution for the Governance and Risk and Autonomous Workforce practices strategy and execution at IBM. Working directly with the Global IBM Partner Leader, this role translates joint global strategy into practice strategy and execution —engaging partners in co-sell motions, pipeline development, and customer delivery. The Partner Manager operates cross-functionally alongside the Product Group, Field Sales, Enablement, Marketing, and Technical Partner Advisors (TPAs) to ensure the right partners are activated at the right time for the right opportunities and across the Deloitte teams. This role focuses on partner growth, sales effectiveness, and scalable execution across ServiceNow's routes to market.

Requirements

10-15+ years in partner management, alliances, or ecosystem roles within enterprise software and/or consulting/implementation services
Strong understanding of partner-led and co-sell sales motions, including C&I routes to market
Experience in Governance, Risk, Security and OT businesses and IT
Proven ability to collaborate and influence across multiple internal teams in complex, matrixed operating models
Experience developing and executing GTM strategies through partner ecosystems
Strong communication skills with the ability to align stakeholders on roles, expectations, and execution plans
Comfort operating in ambiguity with a bias toward action

Nice To Haves

Experience supporting partner-involved deal and proposal motions, including identifying and aligning partners to pursue opportunities
Familiarity with partner lifecycle management, partner experience and productivity drivers, and partner performance measurement
Experience leveraging AI tools into work processes, decision-making, or problem-solving—including AI-powered tools and workflow automation

Responsibilities

Own end-to-end partner lifecycle management for IBM, including joint business planning, GTM execution, and performance tracking for the Governance and Risk practice (incl. Governance, Security, Risk, Identity and Operational Technology) and Autonomous Workforce
Drive partner pipeline development and deal progression in close collaboration with field sales
Engage the right IBM partners in active customer opportunities, including proposal situations requiring partner collaboration
Generate new business in existing accounts, new markets, and net new logos through partner-led and co-sell motions
Operate as a defined participant in cross-functional RACI models covering customer lifecycle and implementation motions
Align with internal stakeholders on roles, responsibilities, and execution across delivery and implementation activities
Partner with TPAs to align sales plays to routes to market and guide partners on how to position and sell ServiceNow
Coordinate with Marketing to develop joint demand generation campaigns that drive co-sell pipeline
Conduct quarterly and bi-annual business reviews, governance forums, and milestone tracking with IBM partners
Coach and enable IBM teams —remotely and in person—building senior-level relationships and managing partner risk
Advise IBM on market, geographic, and route-to-market expansion, including new buying centers and customer segments
Track performance metrics and readiness indicators; escalate risks proactively to minimize business impact