Partner Development Manager, Business Development - Built On Solutions

Snow Planet; Bengaluru; On-site; INR 1,800,000 - 3,200,000; Full time

Job summary

You will lead multi-year GTM strategies, collaborate with partner executives, and drive opportunity identification from concept to launch, delivering measurable business outcomes and ROI.

Qualifications

• Experience integrating AI into business processes.
• Track record in solution business development or sales with managed services.
• Exposure to platform adoption and monetization on enterprise platforms.
• Pre-sales or solution leadership with GSIs or consulting firms.
• Experience transforming proprietary software into cloud offerings.
• Background in re-platforming managed services onto SaaS.

Responsibilities

• Shape multi-year growth strategy for Built On ServiceNow managed services and AI-led solutions.
• Identify whitespace opportunities for AI-powered platform foundations for partner products.
• Collaborate with partner executives on growth strategies for Built On and AI-enabled capabilities.
• Lead end-to-end Built On AI-driven solutions from concept to launch and GTM execution.
• Present AI-enabled solutions to partner leaders, highlighting ROI and platform differentiation.
• Engage in executive briefings to showcase AI-driven use cases and technical capabilities.

Skills

AI strategy

Solution selling

Partner development

Enterprise IT sales

Pre-sales leadership

Relationship building

Job description

About This Role

This position sits within ServiceNows Global Partner Channels (GPC) organization and offers a great opportunity to accelerate growth within our partner ecosystem. Youll work closely with our strategic Service Provider partners to develop and scale co-created, AI-led Built On ServiceNow solutions-partner-led managed services powered by ServiceNows workflow automation, data, and AI capabilities.

As Partner Development Manager, youll be a trusted advisor and collaborative partner to our ecosystem, helping identify, build, and scale AI-powered managed services and platform-based solutions. This role offers the chance to drive meaningful, long-term growth through platform-led, AI-first innovation.

What Youll Do

Strategic Vision Partner Collaboration

• Help shape a multi-year growth strategy for Built On ServiceNow managed services and AI-led solutions, including opportunities to re-platform partner IP onto our platform
• Spot and explore whitespace opportunities where ServiceNow can serve as an AI-powered platform foundation for partner products and services
• Work with partner leadership to align on growth strategies around Built On and AI-enabled ServiceNow capabilities
• Collaborate with partner executives and business unit leaders to explore managed services and platform roadmaps centered on automation, intelligence, and AI
• Discover, assess, and support high-impact Built On solution opportunities from initial idea through launch and growth

Built On Solution Development Growth

• Partner with internal and external teams to develop and bring new Built On, AI-led solutions to market-from concept through launch and go-to-market execution
• Guide Built On ServiceNow solution deals through their full lifecycle-from initial discovery and business case through launch-using consultative, value-focused conversations
• Present AI-enabled Built On solutions to partner leaders, helping them understand business outcomes, platform differentiation, and ROI
• Participate in Partner Executive Briefing Centers and executive meetings, collaborating with partner teams, architects, and enablement specialists to showcase AI-driven use cases and technical capabilities

GTM Strategy Deal Structuring

• Evaluate opportunities strategically, helping prioritize resources based on scalability and growth potential
• Work with finance, deal desk, pricing, and legal teams to develop deal structures aligned with AI innovation
• Lead collaboratively in a matrixed environment, bringing stakeholders together around shared growth goals
• Partner with build and GTM teams to ensure solutions are fully realized with adoption as a priority

To be successful in this role you have:

• 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 AIs potential impact on the function or industry.
• A track record of success in solution business development or sales, particularly with managed services, platform-based solutions, or AI-enabled offerings
• Exposure to platform adoption, AI-enabled building, and solution monetization on enterprise platforms
• Pre-sales or solution leadership experience with GSIs or consulting firms.
• Experience working with BPO leaders on transforming proprietary software and services into cloud-based offerings
• Background in re-platforming managed services onto SaaS solutions

Nice to have:

• Experience in consultative selling within BPO or platform/product environments
• Willingness to travel as needed for partner engagement
• Knowledge of enterprise platforms, AI trends, and digital transformation
• The ability to build and maintain strong relationships at senior levels
• Strong communication, negotiation, and presentation skills
• Experience selling complex solutions to senior leaders and large enterprises
• 10+ years of experience in enterprise IT sales, including experience with complex solutions and strategic partnerships