Global Partner Manager – Autonomous Workforce/GBS, Deloitte

ServiceNow•Silver Spring, MD

About The Position

The Global Partner Manager, Autonomous Workforce/GBS, is a senior role responsible for activating and expanding Deloitte’s defined practice area in partnership with ServiceNow. The role translates the partnership vision into customer outcomes, develops joint go-to-market solutions and services, and aligns global opportunities with local market dynamics. As the global owner of the practice area, the manager works with Deloitte practice-area leaders and ServiceNow counterparts to expand ServiceNow-aligned capabilities, build pipeline, and support consistent execution across regions. The role brings ServiceNow’s Autonomous Workforce/GBS value proposition to market: AI-enabled, self-managing IT operations that predict issues, automate routine work, reduce mean time to resolution and incident volume, and free skilled resources for strategic initiatives. It calls for a strong understanding of agentic workflows, AI specialists, orchestration models, and the progression from assistive AI to autonomous execution, as well as the ability to position end-to-end work completion and explain the ServiceNow AI platform’s Data + AI + Workflow + Security architecture. Working with Global and Geo Partner Managers, Technical Partner Advisors, partner marketing, Regional Partner Sales, and field sales, the manager leads global strategy, governance, go-to-market execution, partner enablement, demand generation, operational consistency, and partner-led customer pursuits. Success is measured through pipeline and revenue growth, execution of the global partner account plan, expansion into markets and new logos, consistent governance, stakeholder satisfaction, and partner maturity and scalability.

Requirements

12 or more years of global alliances and partner sales experience, including enterprise software business development in areas such as SaaS, CRM, or AI.
Experience driving partner revenue and accelerated growth with and through systems integrator partners, in collaboration with an enterprise sales force.
Proven ability to build go-to-market plans for channel, systems integrator, and partner organizations.
Demonstrable record of achieving and exceeding targets while managing a small number of large accounts or alliance partners.
Established relationships with major systems integrators, ISVs, managed service providers, and value-added resellers.
Experience in leading software, cloud, and SaaS organizations.
Strong understanding of partner-led and co-sell sales motions.
Ability to influence and operate in a matrixed organization.
Executive communication and relationship management skills.
Comfort operating in ambiguity with a bias toward action.
Experience leveraging or critically considering how to integrate AI into work processes, decision-making, or problem-solving, including use of AI-powered tools, workflow automation, or analysis of AI-driven insights.

Nice To Haves

ServiceNow ITSM, ITOM, SAM, and SPM product knowledge.
Experience managing alliance partners at a next-generation AI or SaaS company.

Responsibilities

Lead global go-to-market alignment and co-innovation initiatives for the assigned functional area.
Own and execute the Global Functional Area partner account plan.
Drive cross-geo alignment and a consistent global partner experience across partner routes to market.
Develop and maintain partner executive relationships, align strategies, offerings, and priorities, and maintain peer-to-peer relationships with ServiceNow counterparts.
Advise partners on market, geographic, route-to-market, and business-unit go-to-market expansion, as well as product roadmap governance and reporting.
Align with the Global Governance Framework and facilitate quarterly business reviews for priority countries and milestone tracking.
Own revenue success measures, including Sourced NNACV and Sell-Through NNACV, and influence partner program KPIs such as certifications and PLAs.
Coordinate joint go-to-market activity for product launches, industry plays, and competitive displacement campaigns, ensuring consistent global messaging.
Drive Autonomous Workforce product and solution education and enablement to grow the partner practice and business.
Lead joint demand-generation strategy with partner marketing teams and coordinate global campaigns and executive events that drive pipeline.
Drive in-market execution playbooks with partner and ServiceNow stakeholders to accelerate adoption across regions and support field sales activation.
Collaborate with Partner Technical Advisors to assess product expansion and route-to-market opportunities and co-innovate technical offerings.
Develop and maintain playbooks, templates, toolkits, and repeatable processes to improve operational consistency across Regional Partner Manager teams.
Support Regional Partner Sales and field sales with partner-led customer pursuits, pipeline development, and deal progression.
Provide regions with domain-specific go-to-market assets and thought leadership to accelerate solution adoption and sales.
Identify gaps in go-to-market processes and drive improvements that reduce friction across the alliance.
Execute the global go-to-market plan and maintain strategic reviews, monthly scorecards, and pipeline reviews.
Support adoption of global strategy across geographies and improve partner maturity, scalability, and enablement effectiveness.