Global Partner Manager — Governance & Risk (C&I)

Servicenow; Waltham (MA); Hybrid; USD 146,000 - 217,000; Full time

Benefits offered by this job

Health plans

401(k) Plan with company match

ESPP

Family leave programs

Job summary

ServiceNow is seeking a Global Partner Manager for the Governance and Risk practice. You will drive partner engagement, lifecycle management, and co-sell pipeline with Deloitte, coordinating with product, sales, enablement, and marketing teams to scale partner-driven opportunities.

You will enable partner readiness, govern quarterly reviews, and optimize GTM strategies to expand in Governance, Security, and OT spaces.

Qualifications

• 10-15+ years in partner management, alliances, or ecosystem roles within enterprise software and/or consulting/implementation services
• Strong understanding of partner-led and co-sell sales motions, including C&I routes to market
• Experience in Governance, Risk, Security and OT businesses
• Proven ability to collaborate and influence across multiple internal teams in complex, matrixed operating models
• Experience developing and executing GTM strategies through partner ecosystems
• Strong communication skills with the ability to align stakeholders on roles, expectations, and execution plans
• Comfort operating in ambiguity with a bias toward action

Responsibilities

• Own end-to-end partner lifecycle management for Global SI, including joint business planning, GTM execution, and performance tracking for the Governance and Risk practice (incl. Governance, Security, Risk, Identity and Operational Technology)
• Drive partner pipeline development and deal progression in close collaboration with field sales
• Engage the right SI partners in active customer opportunities, including proposal situations requiring partner collaboration
• Generate new business in existing accounts, new markets, and net new logos through partner-led and co-sell motions
• Operate as a defined participant in cross-functional RACI models covering customer lifecycle and implementation motions
• Align with internal stakeholders on roles, responsibilities, and execution across delivery and implementation activities
• Partner with TPAs to align sales plays to routes to market and guide partners on how to position and sell ServiceNow
• Coordinate with Marketing to develop joint demand generation campaigns that drive co-sell pipeline
• Conduct quarterly and bi-annual business reviews, governance forums, and milestone tracking with Deloitte partners
• Coach and enable Deloitte teams —remotely and in person—building senior-level relationships and managing partner risk
• Advise Deloitte on market, geographic, and route-to-market expansion, including new buying centers and customer segments
• Track performance metrics and readiness indicators; elevate risks proactively to minimize business impact
• Partner pipeline growth and revenue contribution (sourced and sell-through NNACV)
• Expansion into new markets, buying centers, and net new logos in Governance and Risk Practice
• Partner engagement quality: early activation in customer opportunities and proposal motions
• Consistency of cross-functional execution within the collaboration model
• Deloitte maturity, scalability, and enablement effectiveness in Governance and Risk
• Field and stakeholder satisfaction scores

Skills

Partner management

Alliances

Ecosystem roles

GTM strategies

AI tools

Tools

AI tools

Workflow automation

Job description

ServiceNow is seeking a Global Partner Manager for the Governance and Risk practice. You will drive partner engagement, lifecycle management, and co-sell pipeline with Deloitte, coordinating with product, sales, enablement, and marketing teams to scale partner-driven opportunities.

You will enable partner readiness, govern quarterly reviews, and optimize GTM strategies to expand in Governance, Security, and OT spaces.