Partner Manager

ServiceNow; California; On-site; USD 180,000 - 240,000; 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 is seeking a senior leader to define and expand its strategic partner ecosystem, focusing on OEM and ISV partnerships that build apps and integrated offerings for the ServiceNow Store. You will drive GTM strategy, forecast planning, and executive engagement to achieve NNACV targets.

The role requires 5–8+ years of enterprise software partnership experience, strong business and technical acumen, and a proven track record of quota attainment.

Qualifications

• 5+ years of experience selling OEM/ISV or direct enterprise software or enterprise SaaS solutions in large, complex environments.
• Proven track record of consistent overachievement of quota and revenue goals while maintaining partner satisfaction.
• Experience driving strategic GTM conversations with ISV/ OEM partners.
• Strong technical aptitude and ability to understand complex technical and business issues.
• Excellent interpersonal, communication, and leadership skills.
• Deep analytical skills enabling synthesis of complex business and technical issues.
• Ability to develop business use cases and requirements while managing strategic alliances.
• Ability to sell bundling of an application and deployment of a platform.
• Experience selling to C-Level and across Product and IT orgs.
• Awareness of how to integrate AI into work processes and decision-making.

Responsibilities

• Define and execute strategic GTM plans with ISV/OEM partnerships.
• Drive partner revenue growth and expand NNACV across portfolios.
• Develop partner go-to-market strategies including sales enablement and marketing.
• Lead cross-functional collaboration with BUs, sales, marketing, operations, legal, solution consulting, and product teams.
• Engage partners through QBRs and executive check-ins to maintain alignment.
• evangelize the ServiceNow Technology Partnership Program and maintain partner satisfaction.
• Generate incremental revenue in existing ISVs and new markets.
• Close OEM transactions and manage enterprise-level partnerships.

Skills

Strategic partnerships

GTM strategy

Quota attainment

Technical aptitude

Leadership

Analytical skills

Business case development

Platform + app bundling

Executive selling

AI integration awareness

Job description

• We are looking for an individual who will help to define ServiceNow’s strategic partner ecosystem
• The individual will identify, recommend, build, and execute strategic partnerships with ISVs that build apps and integrated offerings for sale and distribution through the ServiceNow Store
• This individual will develop partnerships that provide ServiceNow a competitive advantage in the market by delivering expanded value to our end-customers
• The ServiceNow Store team is instrumental in driving partner revenue as well as in influencing higher retention and expansion of ServiceNow ‘s homegrown solutions
• The ideal candidate will need to have at least 5-8+ years of experience managing technology partnerships
• This candidate will be a trusted advisor for our OEM and ISV partnerships and will be focusing on driving a successful GTM business strategy for each partnership they manage and will be measured by partner NNACV
• Conduct strategic GTM business plans with all ISV Partnerships, including technical innovation, sales, marketing, business goals and forecasting
• Generate incremental revenue in existing ISVs and in new ISV markets
• Develop partner go-to-market strategy: sales enablement, marketing, and forecast planning
• Achieve quarterly and annual NNACV revenue targets
• Drive strategic enterprise-wide OEM transactions
• Manage partner engagement via QBRs, executive check-ins, etc
• Work strategically, cross-functionally with BUs, sales, marketing, operations, legal, solution consulting, and product teams to execute against ISV partner and organizational goals
• Evangelize the ServiceNow Technology Partnership Program

Benefits

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

5-8+ years of experience selling OEM, ISV, or direct enterprise software or enterprise SaaS solutions in large, complex environments Passion for partnering inside and outside of the organization with a proven track record of consistent overachievement of quota and revenue goals while establishing and maintaining partner satisfaction A proven track record of driving strategic GTM conversations Strong technical aptitude Excellent interpersonal, communication, and leadership skills Deep analytical skills enabling comprehension and synthesis of complex business and technical issues Ability to maintain a high level of planning and productivity, manage multiple competing priorities, and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative, and team-oriented environment 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 Ability to develop business use cases & requirements, while creating and managing strategic alliances Ability to sell both bundling an application and deployment of a platform Ability to sell to C-Level and across Product and IT organizations