GSI Partner Manager - Moveworks

ServiceNow•Santa Clara, CA

10h•Hybrid

About The Position

We are currently seeking an exceptional and motivated GSI Partner Manager to join our Global Partnerships team at ServiceNow’s Moveworks business unit. It is at a unique inflection point, combining the industry’s leading agentic AI platform with ServiceNow’s global enterprise reach. As a key advisor and strategic leader to our GSI partners, you will play a pivotal role in designing and executing Moveworks’ global GSI strategy - from onboarding through enablement, joint GTM, and delivery excellence. Your efforts will be directed toward entrenching Moveworks and ServiceNow as the premier enterprise AI solution within the world’s best-in-class consulting firms, while building a scalable and commercially disciplined partner ecosystem. This role reports to the Head of Global Partnerships for the business unit.

Requirements

8+ years of experience in enterprise technology partnerships, alliances/channel management, or GSI, with a proven track record of building and scaling partner ecosystems.
Deep familiarity with the operating models, incentive structures, and decision-making dynamics of major GSIs - including Deloitte, Accenture, KPMG, EY, Infosys, Cognizant, or similar.
Demonstrated ability to build and sustain executive-level relationships across GSI and enterprise customer organizations.
Strong commercial instincts: able to structure joint business plans, evaluate partner economics, and hold partners accountable to pipeline and revenue targets.
Proven ability to manage complex, multi-party GTM motions in high-growth or post-acquisition environments.
Experience leading cross-functional initiatives across Sales, Marketing, Legal, Finance, and Product without direct authority.
Excellent communication and executive presence — equally effective in a boardroom, a partner QBR, or a field enablement session.
Self-starter with a high degree of initiative; comfortable building from first principles in environments without established playbooks.
Resilient and adaptable; thrives through organizational change, shifting priorities, and the inherent ambiguity of a high-growth, post-acquisition environment.

Nice To Haves

Familiarity with enterprise AI, conversational AI, or IT/HR automation platforms is a meaningful advantage.
Experience in MBB or Big 4 consulting is a plus.

Responsibilities

Develop and manage alliances with GSI partners - understanding their business goals, joint value propositions, and executive priorities, while driving co-sell motions, partner marketing, and pipeline generation via events and GTM campaigns.
Design and execute Moveworks’ global GSI strategy, identifying and prioritizing the right partners and engagement models to accelerate market penetration and NNACV contribution.
Work closely with Partner Solution Consultants to deliver compelling platform demonstrations, articulate business value, and develop joint pipeline with GSI partners.
Manage and oversee the partner deal pipeline end-to-end, including deal registration, pipeline management, and successful closure in alignment with internal account teams.
Work with Partner Strategy & Ops, Professional Services, and Enablement teams to ensure partners have the training, resources, and certification pathways required to sell and implement the product effectively.
In close coordination with Professional Services and Customer Success, ensure partner-driven engagements are delivered successfully and that customers derive measurable value from solutions provided
Collaborate with partner strategy and operations, to operationalize partner programs, including dashboards, engagement cadences, joint business plans, and co-marketing activities.
Work closely with Sales, Solutions, Marketing, and Product teams to align GSI strategy with company objectives and field priorities.
Partner with Legal and Finance to negotiate and execute major commercial agreements with each partner.