Sr. Analyst, Strategic Partner Operations

ServiceNow•San Diego, CA

1d•Hybrid

About The Position

This role serves as the primary Pre-Buy contact for ServiceNow's largest Global System Integrator (GSI), acting as a trusted advisor for deal structure, exceptions, and escalations. The position involves owning the weekly operating cadence, including burndown reviews and pipeline calls, while balancing partner advocacy with internal compliance. The Sr. Analyst will manage the end-to-end Pre-Buy execution, working cross-functionally to remove barriers and provide escalation points. This includes reviewing inventory tracking, burndown processing, OPTY validation, and reconciliation. The role also involves producing weekly executive reporting on PPC burndown, forecast stages, closed transactions, and remaining inventory. Proactive identification of slow-burn patterns, stranded inventory, and expiration risks is crucial. Additionally, the analyst will partner with Global Partner Leads (GPLs), Global Partner Sales (GPS), and Global Partner Managers (GPMs) to identify pipeline opportunities that can be accelerated through the Pre-Buy motion. Field enablement, including playbooks and SOPs, and serving as the first escalation point for field issues are also key responsibilities. The role requires coordinating across Deal Desk, Revenue Operations, Finance, Legal, and Compensation to ensure clean approvals and maintain a single source of truth for Pre-Buy and Letter of Intent (LOI) decisions. Preparing executive-ready materials for the PreBuy Committee and senior leadership is also part of the role.

Requirements

5+ years in Channel Sales, Partner Operations, GTM Operations, or Sales Strategy in global enterprise SaaS
Direct experience working with or within a large GSI or strategic channel partner — understands how GSIs structure deals, allocate budgets, and consume licenses
Strong program management discipline: runs multi-stakeholder programs with clear milestones and exec visibility without hand-holding
Self-starter with a track record of stepping into ambiguity, diagnosing what's broken, and building durable process independently
Experience owning channel sales motions: deal intake, pipeline forecasting, compensation treatment, and partner-facing reporting cadences
Comfort with enterprise SaaS deal mechanics: NNACV/ACV, GRR/NRR, revenue bridge normalization, and crediting models
Ability to influence across Finance, Legal, Deal Desk, and Comp without direct authority
Operates with calm urgency in high-stakes, quarter-end environments with competing priorities

Nice To Haves

Experience with prepaid, or inventory-based GTM models; familiarity with burndown accounting and OPTY reconciliation mechanics
Prior experience supporting a large GSI relationship (Cognizant, Infosys,) at global scale
Proficiency with Salesforce, Power BI, and advanced Excel for operational reporting
Familiarity with LOI structures, deal governance, and revenue bridge accounting
Experience managing GEO-distributed programs across EMEA, AMS, and APAC

Responsibilities

Serve as the primary Pre-Buy contact for ServiceNow's largest GSI — trusted by partner operations leads, finance teams, and executive stakeholders as the go-to for deal structure, exceptions, and escalations
Own the weekly operating cadence: burndown reviews, pipeline calls, and exception handling across all GEOs with full partner visibility into inventory, deal status, and quarter-end risk
Balance partner advocacy with internal compliance — protecting partnership health while ensuring Pre-Buy motions meet revenue recognition, compensation, and policy requirements
Own end-to-end Pre-Buy execution working cross functionally as a project management removing barriers and providing escalation points: Reviewer (not owner) of inventory tracking, burndown processing, OPTY validation, add-backs, swaps, and leftover reconciliation across both active contracts
Produce weekly reporting for executive readouts — PPC burndown by GEO and forecast stage (Commit / Expect / Upside / Pre-Pipeline), closed transactions, and remaining inventory with bridge normalization
Proactively identify slow-burn patterns, stranded inventory, and expiration risks; surface to leadership with context and recommended action before they escalate
Partner with GPLs GPS, and GPMs to identify pipeline opportunities that can be accelerated through the Pre-Buy motion — operating as a strategic sales partner, not a processor
Own field enablement with sales and the partner: playbooks, burndown SOPs, and partner-facing reference materials that reduce recurring questions and speed deal execution
Serve as the first escalation point for field issues — mis-bookings, policy gray areas, comp disputes — resolving or packaging for leadership with a clear recommendation
Coordinate across Deal Desk, Revenue Operations, Finance, Legal, and Comp to drive clean approvals and maintain a single source of truth for all Pre-Buy and LOI decisions
Own LOI governance: interpret contract language, translate into booking and comp guidance, and prevent LOI actions from triggering unintended downsell or GRR distortion
Prepare executive-ready materials — business cases, risk flags, approval tracking, and QBR packages — for the PreBuy Committee and senior leadership