Partner Manager at ServiceNow

ServiceNow; München; Vor Ort; EUR 90.000 - 130.000; Vollzeit

Zusammenfassung

ServiceNow in München is seeking a Partner Manager responsible for health, performance, and strategy of assigned partners across the territory, focusing on pipeline development, market expansion, and sales execution.

You will drive co-sell motions with Field Sales, Marketing, Enablement, and TPAs, manage partner lifecycle, expand into new markets and net new logos, and lead quarterly business reviews with senior partners.

Qualifikationen

• AI integration into work processes or decision-making.
• 5–10+ years in partner management or alliances.
• Experience with partner-led and co-sell motions.
• Experience developing and executing GTM strategies through partner ecosystems.

Aufgaben

• Own end-to-end partner lifecycle management, including strategic partner planning and GTM business plans to drive sales pipeline and growth.
• Drive partner pipeline development, inspection, and assist with deal progression in partnership with field sales.
• Work with partners to generate new business in existing accounts, new markets, and net new logos while ensuring partners deliver successful projects.
• Develop joint GTM plans with Marketing to drive co-sell and demand generation leading to pipeline and revenue.
• Advise partners on market, geographic, and route-to-market expansion, including identification of new buying centers and customer sales motions.
• Collaborate with Technical Partner Advisors (TPAs) and the to align sales plays to Routes to Market and guide partners on how to sell ServiceNow.
• Conduct quarterly and bi-annual business reviews, governance forums, and milestone tracking.
• Coach and enable partners both remotely and face-to-face, building senior-level relationships and managing partner risk.
• Track performance metrics, readiness indicators, and reduce friction by escalating risks as needed.

Kenntnisse

AI in workflows

Partner management

Executive communication

Matrix organization navigation

Deal progression

Jobbeschreibung

Location: München, BY, DE
Contract type: Full time

Job Description

The Partner Manager owns the health, performance, and strategy of the assigned partners within their territory, with a focus on pipeline development, market expansion, and sales execution. This role translates partner strategy into measurable business outcomes by aligning ServiceNow priorities with field and partner execution. Working closely with Field Sales, Partners, Marketing, Enablement, Sales Operations, and Technical Partner Advisors (TPAs), the Partner Manager drives co-sell motions, identifies new buying centers, expands into new markets and net new logos, and ensures partners deliver successful customer engagements. This role is not solution- or product-specific and focuses on partner growth, sales effectiveness, and scalable execution across ServiceNow Routes to Market.

What You Get to Do in This Role

• Own end-to-end partner lifecycle management, including strategic partner planning and GTM business plans to drive sales pipeline and growth
• Drive partner pipeline development, inspection, and assist with deal progression in partnership with field sales
• Work with partners to generate new business in existing accounts, new markets, and net new logos while ensuring partners deliver successful projects
• Develop joint GTM plans with Marketing to drive co-sell and demand generation leading to pipeline and revenue
• Advise partners on market, geographic, and route-to-market expansion, including identification of new buying centers and customer sales motions
• Collaborate with Technical Partner Advisors (TPAs) and the to align sales plays to Routes to Market and guide partners on how to sell ServiceNow
• Conduct quarterly and bi-annual business reviews, governance forums, and milestone tracking
• Coach and enable partners both remotely and face-to-face, building senior-level relationships and managing partner risk
• Track performance metrics, readiness indicators, and reduce friction by escalating risks as needed

Success Measures

• Partner pipeline growth, and revenue contribution
• Expansion into new markets, buying centers, and net new logos
• Consistency of partner execution, governance, and project delivery
• Field and stakeholder satisfaction
• Partner maturity, scalability, and enablement effectiveness

Qualifications

• 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.
• 5-10+ years in partner management, alliances, or ecosystem roles
• Strong understanding of partner-led and co-sell sales motions
• Experience developing and executing GTM strategies through partner ecosystems
• Experience leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving, including using AI-powered tools, automating workflows, or analyzing AI-driven insights
• Ability to influence and operate in a matrixed organization
• Executive communication and relationship management skills
• Comfort operating in ambiguity with a bias toward action

Additional Information

Work Personas We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here.

Equal Opportunity Employer ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.

Accommodations We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [e-mail] for assistance.

Export Control Regulations For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.