Partner Manager

Summary

Join ServiceNow as a Partner Manager, managing relationships with Government Partners across the Western US. You will nurture existing partnerships, develop strategies for growth, and drive new sales opportunities. This role requires strong sales, communication, and organizational skills, and deep knowledge of partner practices and ServiceNow's value proposition. You will be responsible for pipeline management, building partner practices, planning for success, managing the ecosystem, driving governance, developing SOPs, and communicating partner programs. The position involves approximately 20% travel. ServiceNow offers a flexible work environment.

Requirements

• Have 5 years of prior closing sales experience
• Knowledge of and experience working with service providers, system integrators, resellers, & independent software vendors landscape
• Proven skills in building GTM plans for channel and partner organizations
• Ability to engage directly in the sales cycle on joint ‘must-win’ pursuits/opportunities as well as facilitate joint engagement as and when necessary
• Diligence in measuring and communicating progress to achieve targeted results, identifying obstacles and associated remediation plans

Responsibilities

• Qualify, develop, and execute new sales opportunities and manage ongoing revenue streams. Pipeline management, sales process management including effective forecasting and deal closure with Partners
• Become the trusted advisor to the Partners by understanding their existing and planned roadmap and capabilities and ability to drive the ServiceNow value proposition with customers
• Building Partner Practices through business plan development, account planning, partner expectation management, industry/regional/product focus. Sell, solve, bring growth
• Planning for Success through Partner achievement target agreement, capacity planning, growth investment, points earning roadmap
• Managing the ecosystem through readiness assessment scoring, milestone achievement by partner, roadmap sessions for success, regular ecosystem evaluations, tiering progress, acquisitions targets, health analysis, metrics reporting
• Drive ecosystem governance through execution plans, reporting and dashboard preparation, global interlocks with other regions
• Develop Standard Operating Procedures (Business Planning Guides, Enablement Journeys, etc.)
• Communicate partner programs' requirements and benefits across the ecosystem and encourage full adoption of ServiceNow’s Partner Program
• Work with ServiceNow Partner Operations and Partner Enablement to ensure reporting and best practice is being accomplished
• Develop partner business plans and roadmaps and conduct quarterly and bi-annual business reviews

Preferred Qualifications

Not sure if you meet every qualification? We still encourage you to apply! We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candidate!

Benefits

• Approximately 20% travel
• Work Personas (flexible, remote, or required in office)