Company Description

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today - ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

Job Description

This is a high-visibility, strategic role at the intersection of business development, partnership innovation, and market transformation. As a CRM Partner Business Development leader, you will architect and execute strategic partnerships that fundamentally reshape how ServiceNow and its global partners bring AI-powered CRM transformation to market.

You will structure and build transformative partner relationships from the ground up-crafting joint value propositions that position ServiceNow at the forefront of AI's disruption of the CRM market. This role demands excellence across the full spectrum of go-to-market functions: driving sales strategy, orchestrating marketing campaigns, building enablement programs, establishing partner governance frameworks, and influencing product innovation-all focused on delivering measurable business impact.

Operating in a fast-paced, dynamic environment where change is constant, you'll tackle new strategic challenges daily-from negotiating partnership agreements to activating multi-million dollar pipelines across diverse geographies. Success requires balancing strategic vision with tactical execution, navigating ambiguity, and driving results in an ecosystem that evolves continuously.

The ideal candidate thrives in complexity, brings deep partner ecosystem experience, and has a proven track record of building partnerships that create new markets and accelerate growth at global scale.

Key Responsibilities

Strategic Partnership Development & Value Creation

• Structure and negotiate strategic partnerships with ISVs and global systems integrators, building business cases that demonstrate how AI is fundamentally transforming CRM and customer service delivery
• Develop differentiated joint value propositions that position ServiceNow's AI-powered CRM as the platform reshaping customer engagement
• Drive partner investment decisions and resource commitments through compelling articulation of market opportunity, competitive differentiation, and ROI

Go-to-Market Orchestration & Business Impact

• Lead comprehensive go-to-market execution across all revenue-generating functions-sales strategy, marketing campaigns, field enablement, partner operations, and co-innovation initiatives
• Design and implement sales enablement programs that equip partner and ServiceNow teams to articulate the AI-driven CRM transformation story and accelerate deal velocity
• Establish partner governance models, success metrics, and business reviews that ensure accountability and drive continuous performance improvement

Pipeline Development & Revenue Acceleration

• Build multi-million dollar joint pipelines through strategic account mapping, opportunity identification, and coordinated sales execution with CRM sellers and specialists and partner sales teams globally
• Drive early customer wins that validate the business case for AI-powered CRM transformation, then systematically replicate and scale success across regions and industries
• Create co-selling frameworks and engagement models that maximize partner contribution to ServiceNow's CRM growth objectives

Qualifications

Required Experience & Capabilities

• 10+ years in strategic partner business development or sales, channel/alliance leadership, or enterprise software partnerships at global scale
• Demonstrated success structuring complex strategic partnerships that created new markets, accelerated growth, and delivered measurable business impact
• Proven ability to drive go-to-market excellence across sales, marketing, enablement, operations, and product-with track record of pipeline creation and revenue acceleration
• Deep expertise in the CRM/customer service ecosystem, including systems integrators, software partners, and cloud platform providers
• Experience building and executing joint value propositions that differentiate in competitive markets and resonate with C-level buyers
• Comfort with ambiguity and rapid change-ability to prioritize effectively, pivot strategies quickly, and maintain momentum in dynamic environments

Strategic & Interpersonal Skills

• Exceptional strategic thinking combined with hands-on execution capability-equally comfortable in boardroom strategy sessions and field sales calls
• Outstanding executive presence and communication skills-ability to influence C-level stakeholders across partner organizations and ServiceNow
• Proven ability to navigate complex matrixed organizations and build consensus across diverse teams, geographies, and business cultures
• Results-oriented mindset with strong business acumen and analytical capabilities

Technical & Market Knowledge

• Understanding of how AI and intelligent automation are transforming CRM, customer service, and field service delivery models
• Ability to connect technology architecture, business process transformation, and economic value in customer-facing discussions
• Fluency in English required; additional languages valuable for global engagement

Success Measures

• Partner-sourced revenue growth, net new logos, and market share gains in target segments and geographies
• Joint pipeline volume created and converted to revenue through partner-led and co-sell opportunities globally
• Customer design wins secured through partner collaboration-particularly transformational deals that showcase AI-powered CRM innovation
• Quality and impact of joint value propositions, go-to-market programs, and thought leadership initiatives delivered

This role offers exceptional visibility to ServiceNow leadership and the opportunity to shape a market-defining partnership strategy during a pivotal moment in CRM transformation. If you thrive in fast-moving environments, excel at building strategic relationships, and want to drive meaningful business impact at global scale, this is your opportunity.

JV20

For positions in this location, we offer a base pay of $104,940 - $173,160, 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. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

Additional Information

Work Personas

We 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.

Equal Opportunity Employer

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.

Accommodations

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance.

Export Control Regulations

For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.

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