Global Partner Management - Global SI

ServiceNow, Inc.; Waltham (MA); On-site; USD 146,000 - 241,000; Full time

Benefits offered by this job

Health plans

401(k) Plan with company match

ESPP

Matching donations

Flexible time away and family leave

Job summary

ServiceNow, Inc. is seeking an accomplished leader to drive and expand global SI partnerships, aligning executive-level stakeholders and shaping strategic plans.

You will drive joint business development, GTM initiatives, and governance across the partner ecosystem to achieve ambitious revenue growth and customer outcomes. The role requires extensive experience with large global SI/Ops firms and SaaS environments, and involves leading a cross-functional team to execute complex alliance

Qualifications

• Experience leading global partnerships and sales organizations.
• Strong ability to align executives across functions (Sales, Products, Customer Success, Marketing).
• Proven track record in joint business planning and GTM execution.

Responsibilities

• Create joint business plans and co-marketing initiatives.
• Lead global partnership strategy and governance.
• Advocate for the partnership with field sales, products, and C-level leaders.
• Drive joint business development with partners and hyperscalers.
• Enable world-class engagement for NOW-Deloitte offerings and other markets.
• Oversee revenue growth through multi-year NNACV targets and governance.
• Lead deal-level collaboration between ServiceNow and partner teams.
• Identify new use cases and solutions for industry-specific needs.
• Develop executive sponsorship with partners and shared targets.

Skills

Global leadership

Partnership management

Joint business planning

Go-to-market strategy

Executive alignment

Deal strategy

Revenue growth

Cross-functional collaboration

Job description

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.

Join us to put AI to work for people.

About the Role

This is a high-profile, growth opportunity for a highly driven individual with strong sales, communication, and organizational skills. You'll be central to shaping a Global SI partnership and growing your career within a rapidly expanding company.

The successful candidate will lead executive alignment, global business plans, and sales to drive and generate new business via the "sell-to," "sell with," and "sell through" motions . This involves industry alignment, offerings and solutions strategy, and field-based sales activities with the Partner and the ServiceNow ecosystem. You'll ensure successful execution of operational and revenue targets. This role requires leading a world-class team of global-regional members and direct engagement with the partner's sales and alliance leadership to achieve ambitious revenue growth and deliver superior customer experiences.

Primary Responsibilities

• Joint Business Planning: Create joint business plans, including launch planning, enablement, and co-marketing plans.

• Global Strategy & Leadership: Be an effective global leader representing ServiceNow, driving strategic planning, and leading all aspects of global partnership strategy, rigor, and execution.

• Key Advocate: Act as the key advocate to promote the partnership internally to functions such as Field Sales, Products, Customer Success, Marketing, and C-level leaders .

• Joint Business Development: Build a global, strategic, multi-year joint business plan with partners, focusing on Go-to-market & Co-Delivery with joint resources and hyperscalers to accelerate NOW-Partner clients' Digital Transformation journey.

• Engagement & Enablement: Enable and establish World Class joint engagement for joint NOW-Deloitte offerings with other key markets. Drive partnership operational rigor and business review governance with ServiceNow and Partner leaders, business stakeholders, and influencers .

• Revenue Growth: Responsible for joint selling, partner management, and regional governance to enable and accelerate growth against prioritized GPC NNACV (New/Net Annual Contract Value) via 'Sourced' & 'Influenced' revenue targets. Lead the cross-functional alignment with field sales, solution sales specialists, pre-sales, and customer outcome services teams to drive accelerated pipeline expansion and growth on NOW's platform.

• Deal Strategy: Lead effective “deal level” collaboration between ServiceNow sales teams and Partner teams at new and existing customers to drive new logos and NNACV 'Sourced-Influence' revenue.

• Solutions & IP: Work strategically to identify new industry-specific 'use cases and solutions' .

• Governance & Oversight: Develop world-class business governance & executive sponsorship with targeted partners to include committed targets & shared metrics.

• Executive Alignment: Develop aligned approaches and resolutions at Executive levels.

To be successful in this role you have:

• Experience (Highly Preferred): Established operational relationships across lines of business. At least 15 years of prior experience working with large Global System Integration/Outsourcing firms and/or Audit & Advisory firms representing a SaaS or technology company preferred .

• Track Record: Proven record of consistent quota attainment & over-achievement .

• Strategic Acumen: Strong strategic thinking, including analytical and financial planning skills, to meet and exceed quotas and goals.

• Knowledge: Knowledge of System Integrators, Resellers & Independent Software Vendors is a must.

• AI Knowledge: Candidate who leverages AI, automation, and data to improve workflows, decision-making, and product outcomes. The ideal candidate proactively integrates modern AI tools into their daily work, experiments with emerging technologies, and continuously identifies opportunities to replace manual processes with scalable AI-driven solutions.

• Engagement: Ability to engage directly in the sales cycle on joint "must win" pursuits/opportunities , facilitating joint engagement as and when necessary.

• Business Impact: A strong background in sales or alliance partnerships gained within the Cloud/SaaS space , managing multi-million-dollar deals .

For positions this area, we offer a base pay of $145,920 - $240,780, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

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 (https://careers.servicenow.com/life-at-servicenow#workpersonas) . To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

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.

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