Sr Business Operations Mgr

ServiceNow•New York, NY

9d•$148,400 - $259,700

About The Position

ServiceNow is extending its two-tier channel model across the US and Canada, with Carahsoft as its authorized distributor. The Senior GTM Operations Manager, Distribution will own Carahsoft’s onboarding and day-to-day operation, establishing the operating framework, activating reseller partners, and driving predictable, compliant revenue. This hands-on operational role supports a program launch and serves as the primary operational point of contact between ServiceNow and Carahsoft. The role protects program integrity while accelerating time to revenue, requiring familiarity with US contracting vehicles, procurement rules, and reseller operations across public-sector and commercial business. The position oversees distributor operations, reseller onboarding and activation, deal flow, revenue reporting, and—in applicable cases—prebuy and inventory coordination. It ensures transactions follow program rules, pricing governance, contract terms, and relevant US and Canadian procurement and compliance obligations. The role partners with Legal, Finance, Tax, Trade Compliance, Sales, and partner teams, while defining performance measures and improving processes as the program scales. The role requires regular travel to Carahsoft and partner sites, proficiency with Excel and business reporting tools, and experience with CRM and partner management platforms. Authorization to work in the United States is required. The listed base pay is $148,400–$259,700, plus equity when applicable, variable or incentive compensation, and benefits. Compensation varies by factors including qualifications, skills, competencies, and work location.

Requirements

At least 8 years of experience in channel operations, distribution management, or indirect sales operations, including at least 3 years in a senior or lead capacity.
Direct experience managing or operationalizing a distributor or channel partner program in the US or Canada.
Working knowledge of public-sector contracting, including GSA schedules and cooperative purchasing contracts.
Familiarity with commercial requirements affecting distribution, including sales tax, export controls, and US and Canadian invoicing obligations.
Strong operational discipline, including the ability to turn a launch plan into a functioning system, track it, and adjust it.
Excellent written and verbal communication in English.
Ability to work across Sales, Finance, Legal, and Partner Management and influence without direct authority.
Proficiency with Excel and business reporting tools.
Experience with CRM and partner management platforms.
Willingness to travel regularly to Carahsoft and partner sites.
Authorization to work in the United States.

Nice To Haves

Prior experience at a major technology distributor or value-added reseller, particularly one with a public-sector practice.
Experience launching a new distribution model or onboarding a distributor in a new market.
Familiarity with prebuy, floor-plan, or inventory financing structures.
Experience with FedRAMP, FAR-based contracting, or other federal procurement frameworks.
Experience with ServiceNow’s partner ecosystem or a comparable enterprise software program.
Canadian channel or public-sector experience, including familiarity with Canadian procurement vehicles.

Responsibilities

Design and establish Carahsoft’s US and Canada operational framework, including processes, roles, service levels, and escalation paths.
Define the operating cadence, including business reviews, forecast calls, and issue triage, and maintain the governing documentation.
Set decision rights between ServiceNow and Carahsoft for pricing, deal registration, partner eligibility, and exceptions.
Own reseller onboarding through Carahsoft, from partner qualification through certification, enablement, and first deal.
Build reseller activation plans with Carahsoft teams and track partner readiness against targets.
Identify enablement gaps and coordinate with ServiceNow partner enablement to address them.
Manage deal flow from reseller registration through quote, order, fulfillment, and booking, resolving bottlenecks.
Monitor Carahsoft pipeline and bookings data and produce regular performance reporting for ServiceNow leadership.
Ensure transactions comply with ServiceNow program rules, pricing governance, and contract terms.
Coordinate applicable prebuy and inventory structures, including forecasting, replenishment, and working capital considerations.
Track inventory positions and flag risks to protect margin and commitments.
Ensure Carahsoft operations align with applicable US federal, state, and local procurement requirements, including GSA schedules, cooperative contracts, and public-sector contracting vehicles.
Support compliance with trade and export controls, sales tax and invoicing obligations, and data privacy requirements across US and Canadian operations.
Partner with Legal, Finance, Tax, and Trade Compliance to resolve jurisdiction-specific questions.
Serve as the day-to-day operational point of contact between ServiceNow and Carahsoft.
Build relationships with ServiceNow US and Canada sales leaders, partner managers, and central GPC functions, and represent Carahsoft’s operational needs internally.
Escalate issues with options and recommendations and drive them to resolution.
Define and track KPIs for distributor performance, partner activation, and time to revenue.
Identify process improvements as the program scales and document lessons learned.