Sr. Partner Manager

Job Description

As a Sr. Partner Manager, US Public Sector, you will help support our transformational vision: "Partner Success" is synonymous with "Customer Success" in accelerating digital transformation and predictable outcomes for our partners in helping them meet the government's mission.

The Sr. Partner Manager is aligned to a focused regional territory to lead Co‑sell/Co‑delivery and "Sourced" NNACV. You will produce new business in logo accounts and ensure our partners help provide successful projects within your territory or region. You will work with Field Sales, Solution Sales specialists, Pre‑sales, and the Customer Outcome teams to grow the pipeline.

You will be empowered to develop a joint go‑to‑market territory plan featuring Service Now‑enabled service and workflow offerings. Strategies will feature "Sourced and Partner Impacted" NNACV, showcase wins and capacity metrics, and reflect regional marketing plans and engagement with other Service Now sales solutions teams. Success will be measured by achievement of sales quotas for allocated accounts or territory on a quarterly and annual basis.

• Work with Service Now key partners in helping them meet their governments customers needs.
• Ensure our partners help provide successful projects to customers.
• Support joint sales pursuit activities to guide field interlock resulting in "Sourced" NNACV.
• Accelerate account growth through joint go‑to‑market plans in consideration of Service Now's four C requirements:
  Capacity, Capability, Competency, and Customer Success.
• Understand government programs and early alignment with these partners.
• Ensure alliance operational thoughtfulness, consistency and business review governance with Service Now and executive partners from regional partners.
• Develop capacity plans to assure partners are well positioned to sell the value of the Now Platform and to provide successful customer implementations (through proper competencies, certifications, and committed co‑delivery plans).
• Work with marketing teams on both sides to build joint closed‑loop demand generation plans (Partner Prospecting Days, CxO Round tables and joint events).
• Ensure the partner strategy follows value selling (i.e., Value Prompter) and Now Value principles.

• 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.
• Broad‑based business and technology expertise with 10+ years in sales or 7+ years in either partner management or consulting.
• Experience driving successful business development activities.
• Experience working with matrixed organizations.
• Experience partnering with multiple sales teams to grow the partner ecosystem in a "win as a team" environment.
• Experience serving as a trusted advisor.

For positions in this location, we offer a base pay of $140,040 - $208,200
, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) plan with company match, ESPP, matching donations, a flexible time away plan, and family leave programs.

Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to Service Now employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, Service Now may confirm the distance between your primary residence and the closest Service Now office using a third‑party…