Partner Manager

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.

What you get to do in this role:

We are looking for an individual who will help to define Service Now’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 Service Now Store. This individual will develop partnerships that provide Service Now a competitive advantage in the market by delivering expanded value to our end-customers.

The Service Now Store team is instrumental in driving partner revenue as well as in influencing higher retention and expansion of Service Now ‘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
• 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 Service Now Technology Partnership Program

To be successful in this role you have:

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI’s potential impact on the function or industry.
• 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 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 over achievement 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

FD21

For positions in this location, we offer a base pay of $83,640 -…