Global Partner Manager – Autonomous Workforce, GBS

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

📋 Description

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

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

• Facilitate cross-geographical alignment and ensure consistent global partner experiences across various market routes.

• Build and sustain relationships with partner executives and establish peer-to-peer connections with ServiceNow counterparts.

• Offer strategic advice to partners on market dynamics, geographical strategies, route-to-market tactics, business-unit go-to-market plans, and product roadmap enhancements.

• Align with the Global Governance Framework.

• Organize Quarterly Business Reviews (QBRs) for key countries and monitor progress against milestones.

• Manage revenue success metrics, including Sourced NNACV and Sell-Through NNACV.

• Influence key performance indicator tracking for partner programs, such as certifications and Partner Lead Agreements (PLAs).

• Coordinate joint go-to-market strategies across product introductions, industry initiatives, and competitive displacement campaigns.

• Advocate for education and enablement regarding Autonomous Workforce products and solutions.

• Lead collaborative demand-generation strategies, global campaigns, and executive-level events.

• Create in-market execution playbooks to enhance adoption and activate field sales.

• Work alongside Partner Technical Advisors on product expansion, market entry opportunities, and co-innovation efforts.

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

• Assist regional partner sales and field sales teams in customer engagements, pipeline development, and deal progression.

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

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

• Implement the Global Go-to-Market Plan and collaborative growth strategy for the Autonomous Workforce domain.

• Facilitate quarterly and executive governance meetings, strategic reviews, monthly performance scorecards, and pipeline examinations.

• Promote the adoption of global strategies in various regions while enhancing partner maturity, scalability, and effectiveness of enablement.

⛳️ 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 domains.

• Proven track record in driving partner revenue and fostering growth in collaboration with System Integrator (SI) partners and enterprise sales teams.

• Demonstrated ability to formulate go-to-market strategies for Channel, SI, and partner organizations.

• Strong familiarity with ServiceNow products such as ITSM, ITOM, SAM, and SPM is highly advantageous.

• History of consistently meeting or surpassing targets while managing significant accounts or alliance partners.

• Experience with a leading AI/SaaS organization is preferred.

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

• Experience in leading software, Cloud, and SaaS enterprises.

• In-depth understanding of partner-led and co-selling sales strategies.

• Ability to influence and function effectively within a matrixed organizational structure.

• Strong executive communication and relationship management capabilities.

• Comfort with ambiguity and a proactive approach to action.

• Experience in leveraging or critically evaluating the integration of AI into workflows, decision-making processes, or problem-solving methods.

• Familiarity with AI-powered tools, workflow automation, or analyzing insights derived from AI.

🏝️ 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 away plan.

• Family leave programs.

• Remote/flexible work arrangements.

• Reasonable accommodation support for candidates.