Partner Development Manager, Business Development - Built Solutions

• Full-time
• Employee Type:
  Regular
• Region: AMS
  - North America and Canada
• Work Persona:
  Flexible or Remote

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.

This position sits within Service Now's Global Partner & Channels (GPC) organization and offers a great opportunity to accelerate growth within our partner ecosystem. You'll work closely with our strategic Service Provider partners to develop and scale co-created, AI-led Built On Service Now solutions—partner-led managed services powered by Service Now's workflow automation, data, and AI capabilities.

As Partner Development Manager, you'll be a trusted advisor and collaborative partner to our ecosystem, helping identify, build, and scale AI-powered managed services and platform-based solutions. This role offers the chance to drive meaningful, long-term growth through platform-led, AI-first innovation.

• Help shape a multi-year growth strategy for Built On Service Now managed services and AI-led solutions, including opportunities to re-platform partner IP onto our platform
• Spot and explore whitespace opportunities where Service Now can serve as an AI-powered platform foundation for partner products and services
• Work with partner leadership to align on growth strategies around Built On and AI-enabled Service Now capabilities
• Collaborate with partner executives and business unit leaders to explore managed services and platform roadmaps centered on automation, intelligence, and AI
• Discover, assess, and support high-impact Built On solution opportunities from initial idea through launch and growth

• Partner with internal and external teams to develop and bring new Built On, AI-led solutions to market—from concept through launch and go-to-market execution
• Guide Built On Service Now solution deals through their full lifecycle—from initial discovery and business case through launch—using consultative, value-focused conversations
• Present AI-enabled Built On solutions to partner leaders, helping them understand business outcomes, platform differentiation, and ROI
• Participate in Partner Executive Briefing Centers and executive meetings, collaborating with partner teams, architects, and enablement specialists to showcase AI-driven use cases and technical capabilities
• Evaluate opportunities strategically, helping prioritize resources based on scalability and growth potential
• Work with finance, deal desk, pricing, and legal teams to develop deal structures aligned with AI innovation
• Lead collaboratively in a matrixed environment, bringing stakeholders together around shared growth goals
• Partner with build and GTM teams to ensure solutions are fully realized with adoption as a priority

• A track record of success in solution business development or sales, particularly with managed services, platform-based solutions, or AI-enabled offerings
• 10+ years of experience in enterprise IT sales, including experience with complex solutions and strategic partnerships
• Experience selling complex…