Partner Development Manager, GTM - Built On Solutions

Sales & BusinessSalesFull-timeposted 5d ago

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, ServiceNow is the AI control tower for business reinvention. Our ServiceNow 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.

Job Description

This role sits within ServiceNow’s Global Partner & Channels (GPC) organization and focuses on accelerating growth through ServiceNow’s partner ecosystem.

As Partner Development Manager, GTM - Built On Solutions, you will lead GTM for co-created, differentiated, AI-led Built On ServiceNow solutions in close collaboration with our strategic Service Provider partners. These solutions are partner-led managed services powered by ServiceNow, leveraging workflow automation, data, and AI to deliver measurable business outcomes.

The Built On ServiceNow team is a strategic organization within ServiceNow's Global Partnerships and Channel organization. The Built On ServiceNow team drives new market creation by combining the ServiceNow AI platform with our global Service Provider partner's Business Process Services or product IP as-a-Service to co-create and GTM with cutting edge, differentiated solutions.

We are seeking a results-driven team member to drive the go-to-market (GTM) strategy for Built On solutions. In this role, you will drive solution adoption by spearheading ServiceNow's engagement in the planning and execution of a comprehensive GTM strategy. You will work closely with partner stakeholders as well as internal stakeholders across ServiceNow including Sales, Industry GTM, Product Management, Marketing, and others.

What you will get to do in the role:

Drive GTM execution for Built on solutions

Leverage your passion in driving sales results to develop and execute a GTM plan for each Built On ServiceNow solution

Be the point person for any GTM activities for your partners' Built on ServiceNow solutions – both externally and internally (e.g. pipeline reviews, QBRs, etc.)

Align closely with internal ServiceNow GTM teams including Industry GTM, Marketing, Global and Geo Partner Managers, Account teams, etc.

Track and report on the progress of GTM initiatives, ensuring ongoing optimization and impact

Support business development and sales proposal workstreams for the Built on ServiceNow team

Responsibilities include:

             o    Field engagement, alignment and execution

             o    Partner target account planning and joint pipeline development

             o    Sales strategy and play development

             o    Sales enablement and training

             o    Development of sales and marketing assets

             o    Launch announcements and communications

             o    Support of pipeline conversion and target accounts

             o    Partner and/or industry events presence

             o    Other co-marketing initiatives

Qualifications

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.
7+ years in a partner/channel sales role – ideally in a B2B SaaS or enterprise software environment
Proven ownership and accountability for a GTM function, with a track record of driving cross-functional execution
Track record of meeting or exceeding sales and partner sales revenue targets
Experience working at or with Managed Service Providers and/or Global Partners
Familiarity with sell-through partner motions
Strong collaboration skills - ability to liaise, build relationships with, and motivate individuals at all levels both internally and externally
Experience of working with organizations across multiple geographies / verticals
Ability to manage multiple projects simultaneously with attention to detail and focus on execution
Excellent communication and presentation skills
Knowledge of the ServiceNow platform or ecosystem is beneficial

Additional Information

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

Equal Opportunity Employer

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements. 

Accommodations

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact globaltalentss@servicenow.com for assistance.

Export Control Regulations

For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.