Global Partner Manager – Autonomous Workforce, GBS

This is a fully remote position, open to applicants in Maryland.

📋 Description

• Lead global alignment for go-to-market strategies and co-innovation efforts within a designated functional area.

• Own and implement the Global Functional Area partner account strategy.

• Foster cross-regional coordination to ensure a uniform global partner experience.

• Cultivate and sustain executive relationships with partners, as well as peer-to-peer connections with ServiceNow counterparts.

• Provide strategic advice to partners regarding market dynamics, geographic considerations, route-to-market strategies, business unit go-to-market approaches, and product roadmap enhancements.

• Ensure alignment with the Global Governance Framework.

• Organize Quarterly Business Reviews (QBRs) for key markets and track milestone achievements.

• Be responsible for sourced NNACV and sell-through NNACV revenue performance metrics.

• Influence the tracking of partner program KPIs, which include certifications and Partner Level Agreements (PLAs).

• Coordinate collaborative go-to-market initiatives across product launches, industry-focused campaigns, and competitive displacement efforts.

• Promote education and enablement for Autonomous Workforce products and solutions.

• Lead the strategy for joint demand generation, global campaigns, and executive-level events.

• Develop market execution playbooks to boost adoption and facilitate field sales activation.

• Work in tandem with Partner Technical Advisors on product expansion, route-to-market prospects, and co-innovation opportunities.

• Create and maintain playbooks, templates, toolkits, and standardized processes for Regional Partner Manager teams.

• Assist Regional Partner Sales and field sales teams with partner-led customer engagements, pipeline building, and deal advancement.

• Offer domain-specific go-to-market resources and thought leadership.

• Identify and address gaps in go-to-market processes to minimize alliance friction.

• Deliver comprehensive global go-to-market strategies, quarterly and executive governance schedules, regional adoption of global strategies, and partner enablement results.

• Drive growth in the global partner pipeline, revenue contributions, partner practice development, new market entries, acquisition of new logos, execution uniformity, and stakeholder satisfaction.

⛳️ Requirements

• Over 12 years of experience in global alliances and partner sales.

• Background in business development within the Enterprise Software sector, including SaaS, CRM, or AI.

• Proven experience in driving partner revenue and fostering growth in collaboration with Systems Integrator partners and enterprise sales teams.

• Demonstrated capability to develop go-to-market plans for Channel, SI, and partner organizations.

• Knowledge of ServiceNow's ITSM, ITOM, SAM, and SPM products is highly advantageous.

• Track record of surpassing performance targets through the management of substantial accounts or alliance partners.

• Ideal candidates will have experience with next-generation AI/SaaS companies.

• Established connections with major Systems Integrators, Independent Software Vendors, Managed Service Providers, and Value-Added Resellers.

• Experience leading teams in software, Cloud, and SaaS environments.

• Strong grasp of partner-led and co-sell sales methodologies.

• Ability to influence stakeholders and navigate a matrixed organizational structure.

• Excellent executive communication and relationship management capabilities.

• Comfortable working in ambiguous situations with a proactive approach.

• Experience in leveraging AI for work processes, decision-making, or problem resolution.

• Familiarity with AI-enabled tools, workflow automation, or analysis of AI-generated insights.

🏝️ Benefits

• Equity (when applicable).

• Variable/incentive compensation.

• Health plans.

• Flexible spending accounts.

• 401(k) Plan with company match.

• Employee Stock Purchase Plan (ESPP).

• Matching donations.

• Flexible time-off policy.

• Family leave programs.