Job DescriptionThe Partner Manager, C&I Global Partner Team is an individual contributor role responsible for the health, performance, and go-to-market execution for the Governance and Risk and Autonomous Workforce practices strategy and execution at IBM. Working directly with the Global IBM Partner Leader, this role translates joint global strategy into practice strategy and execution -engaging partners in co-sell motions, pipeline development, and customer delivery.
The Partner Manager operates cross-functionally alongside the Product Group, Field Sales, Enablement, Marketing, and Technical Partner Advisors (TPAs) to ensure the right partners are activated at the right time for the right opportunities and across the Deloitte teams. This role focuses on partner growth, sales effectiveness, and scalable execution across ServiceNow's routes to market.
What You'll Do
Partner Engagement & Pipeline Execution
- Own end-to-end partner lifecycle management for IBM, including joint business planning, GTM execution, and performance tracking for the Governance and Risk practice (incl. Governance, Security, Risk, Identity and Operational Technology) and Autonomous Workforce
- Drive partner pipeline development and deal progression in close collaboration with field sales
- Engage the right IBM partners in active customer opportunities, including proposal situations requiring partner collaboration
- Generate new business in existing accounts, new markets, and net new logos through partner-led and co-sell motions
Cross-Functional Collaboration
- Operate as a defined participant in cross-functional RACI models covering customer lifecycle and implementation motions
- Align with internal stakeholders on roles, responsibilities, and execution across delivery and implementation activities
- Partner with TPAs to align sales plays to routes to market and guide partners on how to position and sell ServiceNow
- Coordinate with Marketing to develop joint demand generation campaigns that drive co-sell pipeline
Partner Readiness & Governance
- Conduct quarterly and bi-annual business reviews, governance forums, and milestone tracking with IBM partners
- Coach and enable IBM teams -remotely and in person-building senior-level relationships and managing partner risk
- Advise IBM on market, geographic, and route-to-market expansion, including new buying centers and customer segments
- Track performance metrics and readiness indicators; escalate risks proactively to minimize business impact
Success Measures
- IBM pipeline growth and revenue contribution (sourced and sell-through NNACV)
- Expansion into new markets, buying centers, and net new logos in Governance and Risk and Autonomous Workforce Practices
- Partner engagement quality: early activation in customer opportunities and proposal motions
- Consistency of cross-functional execution within the collaboration model
- IBM maturity, scalability, and enablement effectiveness in Governance and Risk and Autonomous Workforce
- Field and stakeholder satisfaction scores
QualificationsRequired
- 10-15+ years in partner management, alliances, or ecosystem roles within enterprise software and/or consulting/implementation services
- Strong understanding of partner-led and co-sell sales motions, including C&I routes to market
- Experience in Governance, Risk, Security and OT businesses and IT
- Proven ability to collaborate and influence across multiple internal teams in complex, matrixed operating models
- Experience developing and executing GTM strategies through partner ecosystems
- Strong communication skills with the ability to align stakeholders on roles, expectations, and execution plans
- Comfort operating in ambiguity with a bias toward action
Preferred
- Experience supporting partner-involved deal and proposal motions, including identifying and aligning partners to pursue opportunities
- Familiarity with partner lifecycle management, partner experience and productivity drivers, and partner performance measurement
- Experience leveraging AI tools into work processes, decision-making, or problem-solving-including AI-powered tools and workflow automation
Why This Role Matters
Partner-led growth requires field-level execution that connects global strategy to real customer outcomes. This role is the operational bridge between the Global Partner Leader's vision and the customers, deals, and field teams where that strategy must come to life. By ensuring the right C&I partners are engaged, enabled, and executing effectively, the Partner Manager drives the scalable, predictable pipeline growth that powers ServiceNow's partner ecosystem.
For positions in this location, we offer a base pay of $126,060 - $180,000, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs.
Additional InformationWork PersonasWe approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.
