Senior Strategic Partner Operations Analyst

ServiceNow; San Diego (CA); On-site; USD 120,000 - 180,000; 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 strategic leader to manage External Partner Relationships and Pre-Buy governance for our largest GSI. You will own end-to-end pre-buy execution, coordinate across Deal Desk, Revenue Ops, Finance, Legal, and Comp, and provide executive-ready risk and opportunity analyses.

The role requires senior experience in channel sales and partner operations within global enterprise SaaS, with strong proficiency in Salesforce, Power BI, and Excel.

Qualifications

• 5+ years in Channel Sales, Partner Operations, GTM Operations, or Sales Strategy in global enterprise SaaS.

Responsibilities

• Serve as the primary Pre-Buy contact for ServiceNow’s largest GSI, guiding deal structure, exceptions, and escalations.
• Own weekly operating cadence including burndown reviews, pipeline calls, and exception handling with full partner visibility.
• Balance partner advocacy with internal compliance to meet revenue recognition, compensation, and policy requirements.
• Own end-to-end Pre-Buy execution across cross-functional teams, removing barriers and handling inventory tracking, OPTY validation, add-backs, swaps, and reconciliation.
• Produce weekly executive-ready reports on burndown by GEO, forecast stages, and remaining inventory with bridge normalization.
• Identify slow-burn patterns, stranded inventory, and expiration risks; surface actions with leadership guidance.

Tools

Salesforce

Power BI

Excel

Job description

• External Partner Relationship & Strategic Alignment
• Serve as the primary Pre-Buy contact for ServiceNow’s largest GSI — trusted by partner operations leads, finance teams, and executive stakeholders as the go-to for deal structure, exceptions, and escalations
• Own the weekly operating cadence: burndown reviews, pipeline calls, and exception handling across all GEOs with full partner visibility into inventory, deal status, and quarter-end risk
• Balance partner advocacy with internal compliance — protecting partnership health while ensuring Pre-Buy motions meet revenue recognition, compensation, and policy requirements
• Pre-Buy Program Management & GTM Execution
• Own end-to-end Pre-Buy execution working cross functionally as a project management removing barriers and providing escalation points: Reviewer (not owner) of inventory tracking, burndown processing, OPTY validation, add-backs, swaps, and leftover reconciliation across both active contracts
• Produce weekly reporting for executive readouts — PPC burndown by GEO and forecast stage (Commit / Expect / Upside / Pre-Pipeline), closed transactions, and remaining inventory with bridge normalization
• Proactively identify slow‑burn patterns, stranded inventory, and expiration risks; surface to leadership with context and recommended action before they escalated
• Sales Strategy & Channel Enablement
• Partner with GPLs GPS, and GPMs to identify pipeline opportunities that can be accelerated through the Pre-Buy motion — operating as a strategic sales partner, not a processor
• Own field enablement with sales and the partner: playbooks, burndown SOPs, and partner-facing reference materials that reduce recurring questions and speed deal execution
• Serve as the first escalation point for field issues — mis-bookings, policy gray areas, comp disputes — resolving or packaging for leadership with a clear recommendation
• Cross-Functional Orchestration & Governance
• Coordinate across Deal Desk, Revenue Operations, Finance, Legal, and Comp to drive clean approvals and maintain a single source of truth for all Pre-Buy and LOI decisions
• Own LOI governance: interpret contract language, translate into booking and comp guidance, and prevent LOI actions from triggering unintended downsell or GRR distortion
• Prepare executive-ready materials — business cases, risk flags, approval tracking, and QBR packages — for the PreBuy Committee and senior leadership

Benefits

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

• Strong program management discipline: runs multi‑stakeholder programs with clear milestones and exec visibility without hand‑holding
• Self‑starter with a track record of stepping into ambiguity, diagnosing what’s broken, and building durable process independently
• Direct experience working with or within a large GSI or strategic channel partner — understands how GSIs structure deals, allocate budgets, and consume licenses
• Ability to influence across Finance, Legal, Deal Desk, and Comp without direct authority
• Experience owning channel sales motions: deal intake, pipeline forecasting, compensation treatment, and partner‑facing reporting cadences
• 5+ years in Channel Sales, Partner Operations, GTM Operations, or Sales Strategy in global enterprise SaaS
• Operates with calm urgency in high‑stakes, quarter‑end environments with competing priorities
• Comfort with enterprise SaaS deal mechanics: NNACV/ACV, GRR/NRR, revenue bridge normalization, and crediting models
• Prior experience supporting a large GSI relationship (Cognizant, Infosys,) at global scale
• Experience with prepaid, or inventory‑based GTM models; familiarity with burndown accounting and OPTY reconciliation mechanics
• Proficiency with Salesforce, Power BI, and advanced Excel for operational reporting
• Familiarity with LOI structures, deal governance, and revenue bridge accounting
• Experience managing GEO‑distributed programs across EMEA, AMS, and APAC