Global Partner Manager – Autonomous Workforce, IT

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

📋 Description

• Lead global alignment for go-to-market strategies and collaborative innovation within a specific functional area.

• Take ownership of and implement the Global Functional Area partner account strategy.

• Foster cross-geographical alignment and ensure a consistent global partner experience across various market routes.

• Cultivate and sustain executive relationships with partners and engage in peer-to-peer interactions with ServiceNow counterparts.

• Provide partners with guidance on market trends, geographic insights, route-to-market strategies, business-unit go-to-market plans, and product roadmap expansion.

• Organize Quarterly Business Reviews (QBRs) for key countries and track milestone progress.

• Manage revenue success metrics, including Sourced Net New Annual Contract Value (NNACV) and Sell-Through NNACV.

• Monitor partner program Key Performance Indicators (KPIs) such as certifications and Partner Level Agreements (PLAs).

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

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

• Lead joint demand generation initiatives, global marketing campaigns, and executive-level events.

• Develop in-market execution playbooks to enhance adoption and support field sales activation.

• Collaborate with Partner Technical Advisors on product expansion, market opportunities, and co-innovation efforts.

• Create and sustain playbooks, templates, toolkits, and repeatable processes.

• Assist regional partner sales and field sales teams with customer engagements, pipeline growth, and deal progression.

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

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

• Implement the Global Go-To-Market Plan and collective growth strategy.

• Uphold a quarterly and executive governance schedule, which includes strategic reviews, monthly scorecards, and pipeline assessments.

• Promote the adoption of the global strategy in different regions and enhance partner maturity, scalability, and enablement effectiveness.

⛳️ Requirements

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

• Proven business development experience in Enterprise Software, including SaaS, CRM, or AI.

• Demonstrated success in driving partner revenue and rapid growth through System Integrator (SI) partners alongside an enterprise sales team.

• Established capability to craft go-to-market strategies for Channel, SI, and partner organizations.

• Familiarity with ServiceNow ITSM, ITOM, SAM, and SPM products is highly advantageous.

• A history of meeting and surpassing targets while managing large accounts or alliance partners.

• Experience with a forward-thinking AI/SaaS company is preferable.

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

• Background in leading software, Cloud, and SaaS organizations.

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

• Ability to influence and operate effectively within a matrixed organization.

• Exceptional executive communication and relationship management capabilities.

• Comfortable navigating ambiguity with a proactive approach.

• Experience applying or critically assessing the integration of AI in work processes, decision-making, or problem-solving.

• Proficiency in using AI-driven tools, automating workflows, or interpreting AI-generated insights.

🏝️ Benefits

• 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

• Equity (when applicable)

• Variable/incentive compensation

• Remote work persona