Global Partner Manager- IBM Governance & Security and Autonomous Workforce

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.

The Partner Manager, C&I Global Partner Team is an individual contributor role responsible for the health, performance, and go-to-market execution for the Governance and Risk and Autonomous Workforce practices strategy and execution king directly with the Global Partner Leader, this role translates joint global strategy into practice strategy and execution —engaging partners in co-sell motions, pipeline development, and customer delivery.

The Partner Manager operates cross-functionally alongside the Product Group, Field Sales, Enablement, Marketing, and Technical Partner Advisors (TPAs) to ensure the right partners are activated at the right time for the right opportunities and across the Partner teams. This role focuses on partner growth, sales effectiveness, and scalable execution across Service Now's routes to market.

• Own end-to-end partner lifecycle management for Partner, including joint business planning, GTM execution, and performance tracking for the Governance and Risk practice (incl. Governance, Security, Risk, Identity and Operational Technology) and Autonomous Workforce

• Drive partner pipeline development and deal progression in close collaboration with field sales

• Engage the right partners in active customer opportunities, including proposal situations requiring partner collaboration

• Generate new business in existing accounts, new markets, and net new logos through partner-led and co-sell motions

• Operate as a defined participant in cross-functional RACI models covering customer lifecycle and implementation motions

• Align with internal stakeholders on roles, responsibilities, and execution across delivery and implementation activities

• Partner with TPAs to align sales plays to routes to market and guide partners on how to position and sell Service Now

• Coordinate with Marketing to develop joint demand generation campaigns that drive co-sell pipeline

• Conduct quarterly and bi-annual business reviews, governance forums, and milestone tracking with IBM partners

• Coach and enable Partner teams —remotely and in person—building senior-level relationships and managing partner risk

• Advise on market, geographic, and route-to-market expansion, including new buying centers and customer segments

• Track performance metrics and readiness indicators; elevate risks proactively to minimize business impact

• Global SI pipeline growth and revenue contribution (sourced and sell-through NNACV)

• Expansion into new markets, buying centers, and net new logos in Governance and Risk and Autonomous Workforce Practices

• Partner engagement quality: early activation in customer opportunities and proposal motions

• Consistency of cross-functional execution within the collaboration model

• Partner maturity, scalability, and enablement effectiveness in Governance and Risk and Autonomous Workforce

• Field and stakeholder satisfaction scores

• 10-15+ years in partner management, alliances, or ecosystem roles…