Partner Manager

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

📋 Description

• Define the strategic ecosystem of ServiceNow's partners.

• Identify, recommend, establish, and implement strategic partnerships with ISVs that develop applications and integrated offerings for sale and distribution via the ServiceNow Store.

• Create partnerships that provide competitive advantages and enhanced value to end customers.

• Drive partner revenue and influence the retention and expansion of ServiceNow solutions.

• Serve as a trusted advisor for OEM and ISV partnerships.

• Execute a successful go-to-market business strategy for each managed partnership, measured by partner NNACV.

• Develop strategic GTM business plans encompassing technical innovation, sales, marketing, business objectives, and forecasting.

• Generate additional revenue from existing ISVs and explore new ISV markets.

• Formulate partner go-to-market strategies, including sales enablement, marketing, and forecasting.

• Meet quarterly and annual NNACV revenue targets.

• Facilitate strategic enterprise-wide OEM transactions.

• Oversee partner engagement through quarterly business reviews (QBRs) and executive check-ins.

• Collaborate cross-functionally with business units, sales, marketing, operations, legal, solution consulting, and product teams.

• Advocate for the ServiceNow Technology Partnership Program.

⛳️ Requirements

• 5-8+ years of experience in managing technology partnerships.

• 5-8+ years of experience in selling OEM, ISV, or direct enterprise software or enterprise SaaS solutions in large, complex environments.

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

• A proven history of driving strategic go-to-market discussions.

• Capability to manage multiple competing priorities and work effectively under time constraints in a dynamic, complex, and collaborative team environment.

• A consistent track record of exceeding quota and revenue goals while maintaining partner satisfaction.

• Strong technical proficiency.

• Ability to engage with C-Level executives and across Product and IT organizations.

• Exceptional interpersonal, communication, and leadership abilities.

• Proficiency in developing business use cases and requirements while establishing and managing strategic alliances.

• Capacity to sell both the bundling of applications and the deployment of platforms.

• Extensive analytical skills that enable the understanding and synthesis of complex business and technical challenges.

🏝️ Benefits

• Equity (when applicable).

• Variable/incentive compensation.

• Health plans.

• Flexible spending accounts.

• 401(k) Plan with company match.

• Employee Stock Purchase Program (ESPP).

• Matching donations.

• Flexible time away plan.

• Family leave programs.

• Flexible or remote work options.