Senior Analyst, Strategic Partner Operations

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

📋 Description

• Act as the main Pre-Buy contact for ServiceNow's largest GSI.

• Manage the weekly operational rhythm, which includes burndown reviews, pipeline calls, and exception handling across all geographic regions.

• Balance partner advocacy with adherence to internal compliance and policy requirements.

• Oversee the complete Pre-Buy execution as a cross-functional project manager.

• Review inventory tracking, burndown processing, OPTY validation, add-backs, swaps, and reconciliation of leftover items.

• Generate weekly executive reports covering PPC burndown, forecast stages, closed transactions, and remaining inventory.

• Identify slow-burn trends, stranded inventory, and expiration risks while recommending actionable solutions.

• Collaborate with GPLs, GPS, and GPMs to uncover pipeline opportunities that can be expedited through Pre-Buy.

• Develop sales and partner enablement materials, playbooks, standard operating procedures (SOPs), and reference documents.

• Act as the primary escalation point for field issues, including mis-bookings, ambiguous policy areas, and compensation disputes.

• Coordinate with Deal Desk, Revenue Operations, Finance, Legal, and Compensation for approvals and governance.

• Manage LOI governance and interpret contract language into booking and compensation guidance.

• Prepare business cases, risk flags, approval tracking, and quarterly business review (QBR) packages for the PreBuy Committee and senior leadership.

⛳️ Requirements

• Over 5 years of experience in Channel Sales, Partner Operations, GTM Operations, or Sales Strategy within the global enterprise SaaS sector.

• Direct experience collaborating with or working within a significant GSI or strategic channel partner.

• Strong discipline in program management.

• Proven ability to navigate ambiguity, identify issues, and independently develop sustainable processes.

• Experience managing channel sales activities, including deal intake, pipeline forecasting, compensation management, and partner-facing reporting schedules.

• Familiarity with enterprise SaaS deal mechanics such as NNACV/ACV, GRR/NRR, revenue bridge normalization, and crediting models.

• Capacity to influence stakeholders across Finance, Legal, Deal Desk, and Compensation without direct authority.

• Ability to thrive in high-pressure, quarter-end settings with competing priorities.

• Previous experience with prepaid or inventory-based go-to-market models is preferred.

• Prior experience supporting a large GSI relationship is advantageous.

• Proficiency in Salesforce, Power BI, and advanced Excel is preferred.

• Familiarity with LOI structures, deal governance, and revenue bridge accounting is preferred.

• Experience managing geographically distributed programs across EMEA, AMS, and APAC is preferred.

🏝️ 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-off policy.

• Family leave programs.