Partner Manager

ServiceNow-posted 1 day ago

Full-time • Mid Level

Santa Clara, CA

5,001-10,000 employees

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We are looking for an individual who will help to define ServiceNow’s strategic partner ecosystem. The individual will identify, recommend, build, and execute strategic partnerships with ISVs that build apps and integrated offerings for sale and distribution through the ServiceNow Store. This individual will develop partnerships that provide ServiceNow a competitive advantage in the market by delivering expanded value to our end-customers. The ServiceNow Store team is instrumental in driving partner revenue as well as in influencing higher retention and expansion of ServiceNow ‘s homegrown solutions. The ideal candidate will need to have at least 5-8+ years of experience managing technology partnerships. This candidate will be a trusted advisor for our OEM and ISV partnerships and will be focusing on driving a successful GTM business strategy for each partnership they manage and will be measured by partner NNACV.

Conduct strategic GTM business plans with all ISV Partnerships, including technical innovation, sales, marketing, business goals and forecasting
Generate incremental revenue in existing ISVs and in new ISV markets
Develop partner go-to-market strategy: sales enablement, marketing, and forecast planning
Achieve quarterly and annual NNACV revenue targets
Drive strategic enterprise-wide OEM transactions
Manage partner engagement via QBRs, executive check-ins, etc.
Work strategically, cross-functionally with BUs, sales, marketing, operations, legal, solution consulting, and product teams to execute against ISV partner and organizational goals
Evangelize the ServiceNow Technology Partnership Program

A proven track record of driving strategic GTM conversations
Ability to maintain a high level of planning and productivity, manage multiple competing priorities, and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative, and team-oriented environment
Passion for partnering inside and outside of the organization with a proven track record of consistent overachievement of quota and revenue goals while establishing and maintaining partner satisfaction
Strong technical aptitude
Ability to sell to C-Level and across Product and IT organizations
Excellent interpersonal, communication, and leadership skills
Ability to develop business use cases & requirements, while creating and managing strategic alliances
Ability to sell both bundling an application and deployment of a platform
Deep analytical skills enabling comprehension and synthesis of complex business and technical issues
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.
5-8+ years of experience selling OEM, ISV, or direct enterprise software or enterprise SaaS solutions in large, complex environments
A proven track record of driving strategic GTM conversations
Ability to maintain a high level of planning and productivity, manage multiple competing priorities, and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative, and team-oriented environment
Passion for partnering inside and outside of the organization with a proven track record of consistent overachievement of quota and revenue goals while establishing and maintaining partner satisfaction
Strong technical aptitude
Ability to sell to C-Level and across Product and IT organizations
Excellent interpersonal, communication, and leadership skills
Ability to develop business use cases & requirements, while creating and managing strategic alliances
Ability to sell both bundling an application and deployment of a platform
Deep analytical skills enabling comprehension and synthesis of complex business and technical issues

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