Job Description: Strategic Partner Manager

Location Type: Remote Employment Type: Full-time

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.

Position Overview

We are looking for an individual who will help to define ServiceNow’s strategic partner ecosystem. The individual will identify, recommend, build, and execute strategic partnerships with ISVs that build apps and integrated offerings for sale and distribution through the ServiceNow Store. This individual will develop partnerships that provide ServiceNow a competitive advantage in the market by delivering expanded value to our end-customers. The ServiceNow Store team is instrumental in driving partner revenue as well as in influencing higher retention and expansion of ServiceNow ‘s homegrown solutions.

The ideal candidate will need to have at least 5-8+ years of experience managing technology partnerships. This candidate will be a trusted advisor for our OEM and ISV partnerships and will be focusing on driving a successful GTM business strategy for each partnership they manage and will be measured by partner NNACV.

Responsibilities

• Conduct strategic GTM business plans with all ISV Partnerships, including technical innovation, sales, marketing, business goals and forecasting.
• Generate incremental revenue in existing ISVs and in new ISV markets.
• Develop partner go-to-market strategy: sales enablement, marketing, and forecast planning.
• Achieve quarterly and annual NNACV revenue targets.
• Drive strategic enterprise-wide OEM transactions.
• Manage partner engagement via QBRs, executive check-ins, etc.
• Work strategically, cross-functionally with BUs, sales, marketing, operations, legal, solution consulting, and product teams to execute against ISV partner and organizational goals.
• Evangelize the ServiceNow Technology Partnership Program.

Requirements

• A proven track record of driving strategic GTM conversations.
• Ability to maintain a high level of planning and productivity, manage multiple competing priorities, and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative, and team-oriented environment.
• Passion for partnering inside and outside of the organization with a proven track record of consistent overachievement of quota and revenue goals while establishing and maintaining partner satisfaction.
• Strong technical aptitude.
• Ability to sell to C-Level and across Product and IT organizations.
• Excellent interpersonal, communication, and leadership skills.
• Ability to develop business use cases & requirements, while creating and managing strategic alliances.
• Ability to sell both bundling an application and deployment of a platform.
• Deep analytical skills enabling comprehension and synthesis of complex business and technical issues.

Qualifications

To be successful in this role you have:

• 5-8+ years of experience selling OEM, ISV, or direct enterprise software or enterprise SaaS solutions in large, complex environments.
• A proven track record of driving strategic GTM conversations.
• Ability to maintain a high level of planning and productivity, manage multiple competing priorities, and work effectively.