Partner Manager

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 ServiceNow 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 ServiceNow 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 ServiceNow 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 pipeline, expand into new markets, and execute effective sales motions.

Through strategic partner planning, joint GTM execution, and close collaboration with TPAs and field sales, the Partner Manager translates strategy into consistent, scalable outcomes that drive ServiceNow revenue growth.