Sr. Analyst, Strategic Partner Operations

ServiceNow, Inc.; San Diego (CA); On-site; USD 94,000 - 155,000; Full time

Benefits offered by this job

Health plans

401(k) Plan with company match

Employee stock purchase plan (ESPP)

Matching donations

Flexible time away plan

Family leave programs

Job summary

ServiceNow, Inc. is seeking a senior Channel Sales/Operations leader in San Diego to drive Pre-Buy processes with strategic partners. You’ll coordinate cross-functional teams, manage a weekly cadence, and ensure compliant, revenue-aligned deal structures across geographies.

The role emphasizes program management, GTM enablement, and executive reporting, requiring strong partner collaboration and negotiation skills in a fast-paced SaaS environment.

Qualifications

• 5+ years in Channel Sales or GTM strategy for global enterprise SaaS.
• Experience with large GSIs and channel partners.
• Strong program management with exec visibility and milestones.
• Ability to influence without direct authority across functions.
• Familiarity with NNACV/ACV, GRR/NRR and revenue metrics.
• Comfort working in high-pressure, quarter-end environments.

Responsibilities

• Serve as the primary Pre-Buy contact for ServiceNow's largest GSI.
• Own weekly operating cadence including burndown reviews and pipeline calls.
• Balance partner advocacy with internal compliance and policy requirements.
• Drive end-to-end Pre-Buy execution across cross-functional teams.
• Produce executive-ready materials for the PreBuy Committee and leadership.
• Coordinate with Finance, Legal, Deal Desk, and Compensation teams.

Skills

Channel Sales

Partner Operations

GTM Operations

Sales Strategy

Program Management

Ambiguity Handling

Tools

Salesforce

Power BI

Excel

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.

Key Responsibilities

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

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

Required Qualifications

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

• Direct experience working with or within a large GSI or strategic channel partner — understands how GSIs structure deals, allocate budgets, and consume licenses

• 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

• Experience owning channel sales motions: deal intake, pipeline forecasting, compensation treatment, and partner-facing reporting cadences

• Comfort with enterprise SaaS deal mechanics: NNACV/ACV, GRR/NRR, revenue bridge normalization, and crediting models

• Ability to influence across Finance, Legal, Deal Desk, and Comp without direct authority

• Operates with calm urgency in high-stakes, quarter-end environments with competing priorities

Preferred Qualifications

• Experience with prepaid, or inventory-based GTM models; familiarity with burndown accounting and OPTY reconciliation mechanics

• Prior experience supporting a large GSI relationship (Cognizant, Infosys,) at global scale

• 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

JV20

For positions in this location, we offer a base pay of $94,000 - $155,100 , 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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