Partner Manager

ServiceNow, Inc.; San Diego (CA); Remote; USD 84,000 - 130,000; Full time

Benefits offered by this job

Health plans

401(k) Plan with company match

ESPP

Matching donations

Flexible time away plan

Family leave programs

Job summary

ServiceNow, Inc. is seeking a seasoned partnerships leader to shape and manage its strategic ecosystem with ISVs and OEMs. You will define GTM strategies, drive revenue through partner channels, and collaborate with cross-functional teams to maximize value for customers.

You will work with executives to forecast, align goals, and accelerate growth across ServiceNow Store partnerships, ensuring strong partner satisfaction and business outcomes.

Qualifications

• 5-8+ years of experience selling OEM, ISV, or direct enterprise software or enterprise SaaS solutions in large, complex environments.
• Proven track record of driving strategic GTM conversations and revenue growth.
• Ability to sell to C-Level and across Product and IT organizations.
• Strong communication, leadership, and collaboration skills.

Responsibilities

• 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 across BUs, sales, marketing, operations, legal, solution consulting, and product teams to meet ISV partner goals
• Evangelize the ServiceNow Technology Partnership Program

Skills

Strategic partnerships

OEM & ISV sales

GTM strategy

C-level engagement

Cross-functional leadership

AI in workflows

Negotiation

Revenue growth

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.

What you get to do in this role:

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.

Responsibilities:

• 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

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 AI’s potential impact on the function or industry.

• 5-8+ years of experience selling OEM, ISV, or direct enterprise software or enterprise SaaS solutions in large, complex environments

• A proven track record of driving strategic GTM conversations

• 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

• 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

• Strong technical aptitude

• Ability to sell to C-Level and across Product and IT organizations

• Excellent interpersonal, communication, and leadership skills

• 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

• Deep analytical skills enabling comprehension and synthesis of complex business and technical issues

FD21

For positions in this location, we offer a base pay of $83,640 - $129,660 , 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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