Live opening · Posted 7 days ago
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This position sits within ServiceNow's Global Partner & Channels (GPC) organization and offers a great opportunity to accelerate growth within our partner ecosystem. You will 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 will 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 Will 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
To be successful in this role you have:
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.
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
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
Employment type
Full-time
Work arrangement
No
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