Partner Manager

Company Description It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, Service Now is the AI control tower for business reinvention.

Our Service Now AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500 work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.

Join us to put AI to work for people.

Job Description Role Summary The Partner Manager owns the health, performance, and strategy of the assigned partners within their territory, with a focus on pipeline development, market expansion, and sales execution. This role translates partner strategy into measurable business outcomes by aligning Service Now priorities with field and partner execution.  Working closely with Field Sales, Partners, Marketing, Enablement, Sales Operations, and Technical Partner Advisors (TPAs), the Partner Manager drives co-sell motions, identifies new buying centers, expands into new markets and net new logos, and ensures partners deliver successful customer engagements.

This role is not solution- or product-specific and focuses on partner growth, sales effectiveness, and scalable execution across Service Now Routes to Market.  What You Get to Do in This Role  Own end-to-end partner lifecycle management, including strategic partner planning and GTM business plans to drive sales pipeline and growth  Drive partner pipeline development, inspection, and assist with deal progression in partnership with field sales  Work with partners to generate new business in existing accounts, new markets, and net new logos while ensuring partners deliver successful projects  Develop joint GTM plans with Marketing to drive co-sell and demand generation leading to pipeline and revenue  Advise partners on market, geographic, and route-to-market expansion, including identification of new buying centers and customer sales motions  Collaborate with Technical Partner Advisors (TPAs) and the to align sales plays to Routes to Market and guide partners on how to sell Service Now  Conduct quarterly and bi-annual business reviews, governance forums, and milestone tracking  Coach and enable partners both remotely and face-to-face, building senior-level relationships and managing partner risk  Track performance metrics, readiness indicators, and reduce friction by escalating risks as needed  Success Measures  Partner pipeline growth, and revenue contribution  Expansion into new markets, buying centers, and net new logos  Consistency of partner execution, governance, and project delivery  Field and stakeholder satisfaction  Partner maturity, scalability, and enablement effectiveness  Qualifications To be successful in this role you have:5–10+ years in partner management, alliances, or ecosystem roles  Strong understanding of partner-led and co-sell sales motions  Experience developing and executing GTM strategies through partner ecosystems  Experience leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving, including using AI-powered tools, automating workflows, or analyzing AI-driven insights  Ability to influence and operate in a matrixed organization  Executive communication and relationship management skills  Comfort operating in ambiguity with a bias toward action  Travel up to 30% required

Why This Role Matters  This role strengthens partner-led growth by ensuring partners are equipped to generate…