Manager of Strategic Partner Operations

ServiceNow; San Diego (CA); On-site; USD 120,000 - 160,000; Full time

Benefits offered by this job

Generous family leave

Matched donations

Annual learning stipends

Flexible PTO

Competitive retirement plan

Paid volunteer time

Job summary

ServiceNow in San Diego seeks a Manager to lead Global Partner Operations within the Service Provider channel, building a four-person team and overseeing 12 strategic GSI and C&I partners such as Cognizant, Infosys, DXC, Accenture, and Deloitte.

You will drive forecasting accuracy, prebuy strategies, and partner performance through scorecards, MBOs, and cross-functional governance, reporting to the Sr Director, Global Partners. This role demands strong leadership and data-driven decision making.

Qualifications

• 5+ years in partner operations, channel operations, or revenue operations.
• 2+ years in a team lead or management role.
• Experience with GSI or alliance partner relationships.
• Strong financial acumen: read P&L, manage burndown, present data to leadership.

Responsibilities

• Lead a four-person partner operations team and mentor staff.
• Own forecasting accuracy and pipeline health across 12 strategic partners.
• Manage prebuy programs and burndown tracking with finance and GTM.
• Maintain and refresh partner scorecards with key metrics.
• Drive WorkSpan adoption and ensure data quality across partners.
• Conduct quarterly business reviews with partners and leadership.
• Escalate partner issues with recommended solutions.
• Align with finance on quarterly reviews and revenue timing.
• Collaborate with regional sales leaders and account executives.
• Maintain governance documentation and processes.

Skills

Forecasting

People management

Cross-functional collaboration

Strategic planning

Data analysis

Communication

Tools

WorkSpan

Salesforce

Tableau

Power BI

Excel

Job description

• ServiceNow seeks a strategic and operationally excellent Manager to lead Global Partner Operations within the Service Provider channel
• In this role, you will build and mentor a high-performing team of four direct reports while personally managing operations across 12 critical GSI and C&I partners—including Cognizant, Infosys, DXC, Accenture, and Deloitte
• You will oversee forecasting accuracy, prebuy strategy and burndown execution, partner performance scorecards, MBO attainment, and WorkSpan platform adoption while scaling operations to support expanding partner relationships and revenue targets
• This role reports to the Sr Director, Global Partners, and sits at the intersection of sales strategy, partner strategy, and finance
• Team Leadership & Development
• Build, mentor, and develop a team of four partner operations specialists, setting expectations for partner performance, forecasting accuracy, and process discipline
• Establish team operating rhythm—weekly syncs, monthly reviews, quarterly planning—and create accountability frameworks for individual and team-level OKRs
• Coach team members on partner relationship management, financial acumen, and cross-functional collaboration. Support career development and growth pathways
• Conduct 1:1s, provide feedback, and manage performance aligned to ServiceNow talent practices and seasonal business rhythm
• Partner Operations & Revenue Assurance
• Own forecasting accuracy and pipeline health across 12 strategic partners. Develop quarterly and annual forecasts by partner and product line; manage month-end and quarter-end forecast reviews and reforecasts
• Oversee prebuy programs and burndown tracking. Set annual prebuy commitments with finance and GTM, track quarterly burndown performance, **escalate shortfalls**, and recommend adjustment strategies
• Maintain and refresh partner scorecards. Establish metrics for deal volume, ASP, attach rate, market expansion, time-to-cash, and customer satisfaction. Review scorecards monthly with partners and quarterly with leadership
• Drive WorkSpan adoption and platform engagement across all 12 partners. Troubleshoot data quality issues, ensure compliance with deal logging requirements, and support partners on integration and workflow
• MBO Tracking & Partner Performance Management
• Establish and track annual MBO targets with each partner. Monitor progress against sales, attach, expansion, and adoption KPIs. Provide real-time visibility to partners and ServiceNow leadership
• Conduct quarterly business reviews with partners and ServiceNow stakeholders (sales, regional leadership, finance). Present performance data, identify risks and opportunities, and reset action plans
• Escalate partner issues (forecast misses, adoption blockers, relationship strain) to Sr. Director and regional/sales leadership with recommended solutions
• Cross-Functional Collaboration & Governance
• Align with finance on quarterly business reviews, prebuy and burndown variance analysis, and partner revenue timing. Provide data to support Financial Planning & Analysis
• Partner with regional sales leaders and Account Executives to resolve partner issues, accelerate opportunities, and support joint planning
• Maintain governance documentation: RACI matrices, escalation paths, process documentation. Keep processes current as partner operations scale or organizational structures shift

Benefits

• Generous family leave
• Matched donations
• Annual learning stipends
• Flexible PTO
• Competitive retirement plan
• Paid volunteer time

Demonstrated expertise in forecasting, partner performance management, or deal tracking systems (WorkSpan, Salesforce, or equivalent platforms a plus)Excellent communication skills across all levels of the organization—from frontline partners to C-level executives. Ability to distill complex data into clear, actionable insightsStrong financial acumen: ability to read P&Ls, track ACV, manage burndown, and present financial data to leadershipProven people management skills: ability to hire, develop, coach, and hold team members accountable. Experience with performance feedback and succession planning5+ years in partner operations, channel operations, or revenue operations roles. 2+ years in a team lead or management capacityCoachable and action-oriented. You iterate quickly on feedback and move with urgency while maintaining qualityOperationally excellent and process-oriented. You create clarity through documentation, cadence, and governanceA trusted advisor and relationship builder. You balance accountability with partnership, and you upscale issues thoughtfully—not reactivelyIntellectually curious and analytical. You ask tough questions, validate assumptions, and use data to make decisionsBackground in software, SaaS, or enterprise technology sales or operationsExperience managing GSI or consulting partner relationshipsFamiliarity with ServiceNow products, platform, and customer ecosystemAdvanced Excel or data visualization skills (Tableau, Power BI)