Global Partner Manager – Autonomous Workforce/IT

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

📋 Description

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

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

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

• Cultivate and sustain executive relationships with partners and peer connections with ServiceNow counterparts.

• Provide partners with guidance on markets, geography, routes to market, business unit GTM strategies, and product roadmap expansion.

• Ensure compliance with the Global Governance Framework.

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

• Take responsibility for revenue success metrics, including Sourced NNACV and Sell-Through NNACV.

• Influence the tracking of partner program KPIs and success metrics, encompassing certifications and PLAs.

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

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

• Spearhead joint demand generation initiatives, global campaigns, and executive events that enhance pipeline development.

• Develop in-market execution playbooks to expedite adoption and facilitate field sales activation.

• Work alongside Partner Technical Advisors on product expansion, route-to-market possibilities, and co-innovation efforts.

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

• Assist regional partner sales and field sales by supporting partner-led customer engagements, pipeline development, and deal progression.

• Provide domain-specific GTM materials and thought leadership.

• Identify and address gaps in the GTM process to implement enhancements that minimize alliance friction.

• Execute the Global GTM Plan and collaborative growth strategy.

• Oversee quarterly and executive governance schedules, strategic reviews, monthly scorecards, and pipeline assessments.

• Promote geographic adoption of the global strategy.

• Enhance partner maturity, scalability, and effectiveness of enablement.

⛳️ Requirements

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

• Experience in business development within Enterprise Software, particularly in SaaS, CRM, or AI.

• Proven track record in driving partner revenue and accelerating growth through System Integrators (SI) in conjunction with an enterprise sales team.

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

• Strong knowledge of ServiceNow ITSM, ITOM, SAM, and SPM products is highly desirable.

• Demonstrated history of achieving and surpassing targets with significant accounts or alliance partners.

• Previous experience with a next-generation AI/SaaS organization is preferred.

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

• Experience leading software, Cloud, and SaaS organizations.

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

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

• Strong executive communication and relationship management abilities.

• Comfort in navigating ambiguity with a proactive approach.

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

• Familiarity with AI-powered tools, automating workflows, or analyzing insights driven by 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 work persona/flexible distributed work environment.