[Remote] Regional Partner Manager at ServiceNow

Addison, Texas, United States

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, IT ServicesIndustries

Requirements

Seasoned leader with experience in strategic alliance management for Global Systems Integrators (GSIs)
Expertise in joint Go-to-Market (GTM) strategy development and execution
Strong skills in partner relationship management, particularly with key executives (e.g., VPs, Presidents of Americas Sales, Practice Leads)
Proven track record in driving revenue, pipeline generation, and deal acceleration in complex sales cycles
Ability to manage field sales alignment, territory mapping, and account planning
Experience in business planning, including annual/quarterly joint business plans (JBP), revenue targets, and pipeline forecasts
Proficiency in sales enablement, solution co-development, and cross-functional orchestration (Marketing, Product, Engineering, Global Alliances)
Knowledge of Managed Service Provider (MSP) programs, deal registration, and operational standards
Capability to track and be accountable for KPIs (e.g., partner-influenced revenue, co-sell pipeline, certifications, new solution launches)
Hands-on operational execution skills for process improvement in joint selling

Responsibilities

Develop and execute comprehensive joint GTM strategy for assigned GSI partner(s) across the Americas, aligning with company and partner objectives
Own annual and quarterly joint business planning (JBP), including revenue targets, pipeline forecasts, and executive sign-off
Collaborate with partner practice leaders and internal teams to co-develop, package, co-sell, and launch new industry solutions
Drive pipeline generation by hunting new joint accounts, improving deal qualification, and increasing co-sold opportunities
Establish and manage operating cadences (e.g., QBRs, weekly pipeline reviews) with partner and direct sales teams for handoffs, territory mapping, and account planning
Support largest strategic joint deals, navigating sales cycles, negotiations, legal, and deal desk processes
Manage MSP programs, including deal registration, renewals, and operational adherence
Cultivate relationships with partner executives for support, escalations, and opportunities
Lead sales enablement sessions for GSI and internal teams on value proposition, target accounts, and qualification
Act as internal champion for the GSI, aligning resources across Marketing, Product, Engineering, and Global Alliances
Track KPIs such as partner-influenced revenue, co-sell pipeline, certifications, accreditations, and solution launches
Drive continuous improvement in joint selling processes (e.g., deal registration, handoffs, qualification)

Skills

Key technologies and capabilities for this role

Go-to-Market StrategyPartner ManagementAlliance ManagementBusiness PlanningRevenue GrowthPipeline ForecastingExecutive Relationship ManagementJoint Business PlanningSolution DevelopmentCo-SellingGSI Partnerships

Questions & Answers

Common questions about this position

Is this position remote?

Yes, the position is remote.

What are the key responsibilities of the Regional Partner Manager?

The role involves leading and scaling a strategic GSI alliance across North and Latin America, owning joint GTM strategy, driving revenue, ensuring field sales alignment, and managing partnership health.

What experience is needed for this role?

A seasoned leader with skills in strategic planning, deep partner relationship management, and hands-on operational execution is required.

What is the salary or compensation for this position?

This information is not specified in the job description.

What makes a strong candidate for this Regional Partner Manager role?

Strong candidates are seasoned leaders experienced in strategic alliance management, sales execution, pipeline generation, field engagement, and cultivating executive relationships with GSIs.

ServiceNow

Cloud-based platform for digital workflows

About ServiceNow

ServiceNow offers a cloud-based platform that helps businesses automate and manage their operations, improving efficiency and enhancing customer and employee experiences. The Now Platform includes applications for IT operations, customer service, human resources, and security operations, all accessible over the internet. Targeting large enterprises across various industries, ServiceNow operates on a software-as-a-service (SaaS) model, generating revenue through subscription fees and professional services. The company's goal is to streamline business processes and drive digital transformation for its clients.

Santa Clara, CaliforniaHeadquarters

2004Year Founded

$81.5MTotal Funding

IPOCompany Stage

Consulting, Consumer Software, Enterprise SoftwareIndustries

10,001+Employees

Benefits

Generous family leave

Flexible PTO

Matched Donations

Retirement benefits

Annual learning stipends

Paid volunteer time

Risks

Competitors like Nvidia and Google Cloud may outpace ServiceNow in AI advancements.

Over-reliance on AWS infrastructure could pose risks if AWS changes its strategy.

The departure of Era Software's co-founder may lead to strategic shifts within ServiceNow.

Differentiation

ServiceNow's Now Platform offers comprehensive digital workflow solutions across multiple business functions.

The company focuses on large enterprises, providing tailored solutions for diverse industries.

ServiceNow's SaaS model ensures steady recurring revenue through subscription fees.

Upsides

ServiceNow's partnership with AWS enhances AI-powered workflows, driving enterprise innovation.

The integration with Crowe Cyber Economic Risk Analyzer boosts ServiceNow's cybersecurity capabilities.

ServiceNow's AI-driven campaign with Idris Elba increases brand visibility and engagement.

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