Partner Development Manager, Business Development - Built On Solutions

Job description

About This Role

This position sits within ServiceNow'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 ServiceNow solutions—partner-led managed services powered by ServiceNow'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.

What You'll Do

Strategic Vision & Partner Collaboration

• Help shape a multi-year growth strategy for Built On ServiceNow managed services and AI-led solutions, including opportunities to re-platform partner IP onto our platform Spot and explore whitespace opportunities where ServiceNow 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 ServiceNow 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

Built On Solution Development & 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 ServiceNow 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

GTM Strategy & Deal Structuring

• 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

Qualifications

Ideally, you have: 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 solutions to senior leaders and large enterprises
• Strong communication, negotiation, and presentation skills The ability to build and maintain strong relationships at senior levels
• Knowledge of enterprise platforms, AI trends, and digital transformation Willingness to travel as needed for partner engagement Nice to have: Experience in consultative selling within BPO or platform/product environments Background in re-platforming managed services onto SaaS solutions Experience working with BPO leaders on transforming proprietary software and services into cloud-based offerings Pre-sales or solution leadership experience with GSIs or consulting firms Exposure to platform adoption, AI-enabled building, and solution monetization on enterprise platforms Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

For positions in this location, we offer a base pay of 148,900 to 260,600, 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.