Job DescriptionJob Description What you get to do in this role As a Partner Manager, you will help drive growth through one of ServiceNow's strategic partner relationships, with a dedicated focus on the partner's United States business and go-to-market efforts.
You will work closely with partner sales, practice, alliance, and delivery teams, while collaborating across ServiceNow field sales, solution consulting, customer success, marketing, operations, and leadership teams. This role requires strong collaboration with the Global Partner Leader team and extended regional, global, and functional stakeholders to execute business plans, generate pipeline, accelerate opportunities, and drive successful customer outcomes.
The Partner Manager is responsible for helping create and influence new business opportunities, developing joint go-to-market initiatives, and supporting opportunities from pipeline creation through successful transaction execution. Success is measured through sourced pipeline growth, partner engagement, revenue contribution, and overall business performance.
Key Responsibilities Partner Business Development & Growth - Support execution of joint business plans aligned to ServiceNow and partner growth objectives for the United States business.
- Build strong working relationships across partner sales, alliance, delivery, and practice teams.
- Collaborate with the Global Partner Leader team and extended stakeholders to align global strategy with US priorities and drive coordinated execution.
- Drive partner activation programs that increase seller engagement, opportunity identification, and pipeline creation.
- Support territory planning, account planning, and go-to-market initiatives between ServiceNow and the partner.
- Coordinate joint customer engagement activities, marketing events, workshops, and executive programs.
- Participate in business reviews and operational governance processes to measure progress and business performance.
Pipeline Creation & Revenue Growth - Drive partner-sourced pipeline development and accurate attribution within CRM.
- Support joint sales pursuits that result in new logo acquisition and expansion opportunities.
- Partner with ServiceNow sales teams to identify growth opportunities and accelerate pipeline progression.
- Help coordinate resources across partner and ServiceNow teams to improve sales execution and customer outcomes.
- Maintain visibility into pipeline health, forecasting, and opportunity progression.
- Contribute to achievement of quarterly and annual business objectives.
Sell-Through Opportunity Execution As opportunities mature and become executable, the Partner Manager plays a critical role in coordinating successful sell-through transaction execution.
- Generate quotes and manage order form processes in partnership with Sales Operations.
- Incorporate pricing, commercial structures, and terms and conditions into transaction vehicles.
- Collaborate with Legal, Finance, Deal Desk, and Sales teams to support contract negotiations and opportunity closure.
- Serve as a central point of coordination between sales teams, partner stakeholders, and customers during deal execution.
- Pick up opportunities as pipeline matures and becomes executable for sell-through route-to-market transactions.
- Manage transaction milestones, approvals, and dependencies to support timely completion.
- Identify and resolve execution challenges that may impact booking or customer timelines.
- Support opportunities through the final stages of the sales process to successful close.
Partner Governance & Collaboration - Establish effective operating rhythms with partner and ServiceNow stakeholders supporting the US business.
- Track performance against business plans, pipeline objectives, and revenue goals.
- Provide visibility into key initiatives, opportunity status, and strategic priorities.
- Support partner readiness, capability development, and long-term growth within the ServiceNow ecosystem.
- Work effectively within a matrixed environment that includes the Global Partner Leader team and regional, global, and functional stakeholders.
QualificationsTo be successful in this role you have: - 3-7 years of experience in sales, channel sales, partner management, alliance management, business development, account management, or a related role.
- Experience in a sales, revenue-generating, pipeline-focused, or quota-bearing environment.
- Strong interest in developing partner relationships and driving business growth through indirect sales motions.
- Experience collaborating across sales, marketing, operations, customer success, or partner organizations.
- Ability to manage multiple priorities and stakeholders in a fast-paced environment.
- Strong communication, organizational, and problem-solving skills.
- Experience with CRM systems, opportunity management, forecasting, and pipeline reporting.
- Ability to influence without direct authority and work effectively in a matrixed organization.
Preferred Qualifications - Experience working with Global Systems Integrators (GSIs), consulting firms, channel partners, resellers, distributors, or technology alliances.
- Prior OEM, SaaS, cloud, enterprise software, cybersecurity, infrastructure, or technology sales experience.
- Experience supporting partner-led or indirect go-to-market models.
- Understanding of enterprise sales cycles and complex commercial transactions.
- Experience coordinating with Legal, Finance, Sales Operations, or Deal Desk organizations to support deal execution.
- Experience managing opportunities from pipeline development through successful close.
- Bachelor's degree or equivalent experience.
Ideal Candidate Profile The ideal candidate combines sales acumen, partner engagement, and business execution capabilities. The candidate is comfortable developing relationships, generating pipeline, coordinating cross-functional teams, and helping drive opportunities from initial identification through successful transaction execution.
This role is particularly well suited for candidates with backgrounds in channel sales, partner development, alliance management, business development, territory or account management, OEM partner sales, indirect sales and distribution models, or technology consulting business development.
The successful candidate is collaborative, organized, growth-oriented, and motivated by helping partners and customers achieve business outcomes while contributing to measurable revenue growth.
For positions in this location, we offer a base pay of
$83,640 - $118,140, 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 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.
