Partner Portfolio Excellence Lead

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

📋 Description

• Take responsibility for the daily management of the AMS partner portfolio and co-selling initiatives, aligning strategic partners with qualified customer and account opportunities.

• Develop and sustain a comprehensive view of partner-influenced pipeline, allocations, committed capacity, utilization, delivery demand, and portfolio risks.

• Identify opportunities suitable for partners, clarify the value they bring, and engage both internal and partner stakeholders.

• Collaborate with GPC and regional partner sales teams regarding enablement, capability signals, and ecosystem readiness.

• Implement global commercial governance and account planning frameworks for AMS opportunities and partner relations.

• Lead business reviews for AMS partners and convert portfolio data into actionable decisions, assigning responsibilities and ensuring follow-through.

• Provide AMS demand signals to Global Partner Portfolio Management for effective capacity and investment distribution.

• Confirm partner capacity, readiness, utilization, spending, forecasting, onboarding status, and accuracy of reports.

• Work with Partner Delivery leadership to assess delivery capability, quality history, staffing readiness, and governance requirements ahead of partner transitions.

• Eliminate commercial and operational barriers to partner co-selling execution and escalate significant issues as necessary.

• Ensure that portfolio decisions prioritize customer benefits, delivery suitability, capability, and return on investment.

• Assist in joint account planning, partner opportunity evaluations, pipeline inspections, and provide executive sponsorship for key pursuits.

• Maintain documentation for the portfolio, including decision logs, action tracking, and executive reporting.

• Enhance portfolio segmentation, opportunity routing, co-sell processes, analytics, and the effectiveness of partner business reviews.

⛳️ Requirements

• Proven experience in partner portfolio management, co-selling execution, services sales operations, partner strategy, commercial operations, or a similar role within a technology or SaaS context.

• Experience collaborating with account teams and partners to develop, qualify, advance, and manage partner-attached opportunities.

• Strong commercial and financial acumen, encompassing pipeline management, investment allocation, capacity planning, forecasting, utilization, and ROI analysis.

• Demonstrated ability to distill portfolio data into clear recommendations, trade-offs, and executive decisions.

• Experience leading partner business reviews, coordinating account planning cycles, conducting pipeline inspections, and tracking cross-functional actions.

• Capability to coordinate across sales, delivery, operations, finance, customer success, GPC, and partner stakeholders within a matrixed environment.

• In-depth understanding of the transition from co-sell execution to contracting, capacity confirmation, delivery readiness, and post-sale governance.

• Excellent skills in stakeholder management, communication, facilitation, and problem-solving.

• Proven operational rigor, including maintaining precise forecasts, portfolio records, decision logs, and following through on commitments.

• Familiarity with, or ability to quickly gain proficiency in, ServiceNow’s platform, products, customer lifecycle, and partner ecosystem.

• Ability to operate across multiple AMS markets, manage competing priorities, and make progress amidst uncertainty.

• 6-8 years of pertinent experience in partner management, sales operations, portfolio management, services strategy, or a related commercial role.

• Experience with partner investment, capacity commitment, co-selling, or service funding models.

• Experience working with global systems integrators or other strategic technology and services partners.

• Familiarity with enterprise SaaS, professional services, customer success, adoption, and value realization processes.

• Experience in building or scaling a partner pipeline, allocation, and portfolio performance management process.

• Advanced proficiency with CRM, pipeline analytics, forecasting, dashboarding, and executive reporting tools.

• Relevant certifications or formal training in finance, sales operations, partner management, program management, or analytics.

🏝️ Benefits

• Equity (when applicable)

• Variable/incentive compensation

• Health plans

• Flexible spending accounts

• 401(k) Plan with company match

• ESPP

• Matching donations

• Flexible time away plan

• Family leave programs

• Flexible or remote work options