Partner Manager | Federal

ServiceNow•Vienna, VA

About The Position

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.What you get to do in this role:Building Partner Practices through business plan development, account planning, partner expectation management, industry/regional/product focus. Sell, solve, deliver growth.Planning for success through Partner achievement target agreement, capacity planning, growth investment, points earning roadmap.Managing the Partner Ecosystem and cross functional collaboration across stakeholders through readiness assessment scoring, milestone achievement by partner, roadmap sessions for success, regular ecosystem evaluations, tiering progress, acquisitions targets, health analysis, metrics reporting.Drive Ecosystem Governance through stakeholder communication, execution plans, reporting and dashboard preparation, global interlocks with other regions.Work with a specified set of ServiceNow partners to generate new business in existing accounts and in new logos, as well as ensuring our partners assist in delivering successful projects across all ServiceNow sales segments in a designation geo (AMS/EMEA/APJ).Direct/align partner's investment in ServiceNow with areas of greatest opportunities. Aligns partner's corporate mission and goals with the people, programs and resources at ServiceNow. Ensure alignment with ServiceNow's Partner Industry Solutions strategy and, where applicable, Service Provider programs. Accelerate Workflow and Now Platform “Practice” growth via joint GTM plans with associated investment aligned to ServiceNow's four C requirements: Capacity, Capability, Competency, and Customer Success.Drive regular partner cadence including pipeline reviews, operational excellence, QBR's and EBC's to drive partner and ServiceNow executive alignmentDevelop and execute capacity plans to assure partner is well positioned to sell the value of the Now Platform and to deliver successful customer implementations with high degrees of customer success via proper competencies, certifications, and committed co-delivery plan.Collaborate with Marketing teams on both sides to build and execute joint closed-loop demand generation plans (Partner Prospecting Days (PPD), CxO Roundtables and joint events).

Requirements

Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry.
Develop & Maintain Standard Operating Procedures (Business Planning Guides, Enablement Journeys etc.)
Effectively coach & enable partners both remotely and face to face as needed
Communicate Partner Programs' Requirements & Benefits across the ecosystem
Provide Day-to-Day Management of Partner Ecosystem
Work closely with ServiceNow Partner Operations and Partner Enablement to ensure reporting and best practice is being executed
Conduct Quarterly and Bi-annual Business Reviews
Develop Partner Business Case + Program Roadmaps
Articulate investment areas needed to both enter and progress through the partner program
Execute Remediation Plans
Enhance & Manage Partner Portal and Other Systems
Work Towards Partner Revenue Goals through Teaming & Subcontracting
Build and Maintain Relationships Between the PDC and the Partner ecosystem
Participate in Marketing Events
Approximately 10% travel

Responsibilities

Building Partner Practices through business plan development, account planning, partner expectation management, industry/regional/product focus.
Planning for success through Partner achievement target agreement, capacity planning, growth investment, points earning roadmap.
Managing the Partner Ecosystem and cross functional collaboration across stakeholders through readiness assessment scoring, milestone achievement by partner, roadmap sessions for success, regular ecosystem evaluations, tiering progress, acquisitions targets, health analysis, metrics reporting.
Drive Ecosystem Governance through stakeholder communication, execution plans, reporting and dashboard preparation, global interlocks with other regions.
Work with a specified set of ServiceNow partners to generate new business in existing accounts and in new logos, as well as ensuring our partners assist in delivering successful projects across all ServiceNow sales segments in a designation geo (AMS/EMEA/APJ).
Direct/align partner's investment in ServiceNow with areas of greatest opportunities.
Aligns partner's corporate mission and goals with the people, programs and resources at ServiceNow.
Ensure alignment with ServiceNow's Partner Industry Solutions strategy and, where applicable, Service Provider programs.
Accelerate Workflow and Now Platform “Practice” growth via joint GTM plans with associated investment aligned to ServiceNow's four C requirements: Capacity, Capability, Competency, and Customer Success.
Drive regular partner cadence including pipeline reviews, operational excellence, QBR's and EBC's to drive partner and ServiceNow executive alignment
Develop and execute capacity plans to assure partner is well positioned to sell the value of the Now Platform and to deliver successful customer implementations with high degrees of customer success via proper competencies, certifications, and committed co-delivery plan.
Collaborate with Marketing teams on both sides to build and execute joint closed-loop demand generation plans (Partner Prospecting Days (PPD), CxO Roundtables and joint events).

Benefits

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

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