C&I合作伙伴经理 – 德勤治理与风险
C&I Partner Manager – Deloitte Governance and Risk
#### 公司简介
一切始于工程师Fred Luddy为他的同事Phyllis编写了一段代码，自动化了一个繁琐的任务。她感动得喜极而泣。那一刻启发了Fred创建一家公司，让每个人都能摆脱琐事，专注于有意义的工作。如今，ServiceNow是企业重塑的AI控制中心。我们的ServiceNow AI平台整合任何AI、任何数据和任何工作流程，帮助85%的财富500强®企业更聪明、更快、更好地工作。我们正在打造一个以AI为核心的组织文化，让技术和人才携手并进， unstoppable。而我们才刚刚开始。
加入我们，让AI为人们服务。
#### 职位描述
**职位概要**
C&I全球合作伙伴团队的合作伙伴经理是一个个人贡献者角色，负责Deloitte治理与风险业务策略和执行的健康度、绩效和市场推广执行。该职位直接与全球Deloitte合作伙伴负责人合作，将联合全球战略转化为实践策略和执行——参与合作伙伴的共同销售行动、管道开发和客户交付。
合作伙伴经理会与产品组、现场销售、赋能团队、市场部和技术合作伙伴顾问（TPAs）跨职能协作，确保在正确的时间、正确的机会和Deloitte团队中激活合适的合作伙伴。该职位关注合作伙伴增长、销售效能以及ServiceNow各销售渠道的可扩展执行。
**你将负责**
**合作伙伴参与与管道执行**
- 负责Deloitte的端到端合作伙伴生命周期管理，包括联合业务规划、市场推广执行和治理与风险业务的绩效跟踪（包括治理、安全、风险、身份和运营技术）
- 与现场销售紧密合作，推动合作伙伴管道开发和交易进展
- 在活跃的客户机会中与合适的Deloitte合作伙伴互动，包括需要合作伙伴协作的提案情况
- 通过合作伙伴主导和共同销售行动，在现有客户、新市场和新客户中创造新业务
**跨职能协作**
- 作为跨职能RACI模型中的指定参与者，参与客户生命周期和实施行动
- 与内部利益相关者对齐角色、职责和交付及实施活动的执行
查看英文原文
#### 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
**Role Summary**
The Partner Manager, C&I Global Partner Team is an individual contributor role responsible for the health, performance, and go-to-market execution for the Governance and Risk practice strategy and execution at Deloitte. Working directly with the Global Deloitte Partner Leader, this role translates joint global strategy into practice strategy and execution —engaging partners in co-sell motions, pipeline development, and customer delivery.
The Partner Manager operates cross-functionally alongside the Product Group, Field Sales, Enablement, Marketing, and Technical Partner Advisors (TPAs) to ensure the right partners are activated at the right time for the right opportunities and across the Deloitte teams. This role focuses on partner growth, sales effectiveness, and scalable execution across ServiceNow's routes to market.
**What You'll Do**
**Partner Engagement & Pipeline Execution**
- Own end-to-end partner lifecycle management for Deloitte, including joint business planning, GTM execution, and performance tracking for the Governance and Risk practice (incl. Governance, Security, Risk, Identity and Operational Technology)
- Drive partner pipeline development and deal progression in close collaboration with field sales
- Engage the right Deloitte partners in active customer opportunities, including proposal situations requiring partner collaboration
- Generate new business in existing accounts, new markets, and net new logos through partner-led and co-sell motions
**Cross-Functional Collaboration**
- Operate as a defined participant in cross-functional RACI models covering customer lifecycle and implementation motions
- Align with internal stakeholders on roles, responsibilities, and execution across delivery and implementation activities
- Partner with TPAs to align sales plays to routes to market and guide partners on how to position and sell ServiceNow
- Coordinate with Marketing to develop joint demand generation campaigns that drive co-sell pipeline
**Partner Readiness & Governance**
- Conduct quarterly and bi-annual business reviews, governance forums, and milestone tracking with Deloitte partners
- Coach and enable Deloitte teams —remotely and in person—building senior-level relationships and managing partner risk
- Advise Deloitte on market, geographic, and route-to-market expansion, including new buying centers and customer segments
- Track performance metrics and readiness indicators; escalate risks proactively to minimize business impact
**Success Measures**
- Deloitte pipeline growth and revenue contribution (sourced and sell-through NNACV)
- Expansion into new markets, buying centers, and net new logos in Governance and Risk Practice
- Partner engagement quality: early activation in customer opportunities and proposal motions
- Consistency of cross-functional execution within the collaboration model
- Deloitte maturity, scalability, and enablement effectiveness in Governance and Risk
- Field and stakeholder satisfaction scores
#### Qualifications
**Required**
- 10-15+ years in partner management, alliances, or ecosystem roles within enterprise software and/or consulting/implementation services
- Strong understanding of partner-led and co-sell sales motions, including C&I routes to market
- Experience in Governance, Risk, Security and OT businesses
- Proven ability to collaborate and influence across multiple internal teams in complex, matrixed operating models
- Experience developing and executing GTM strategies through partner ecosystems
- Strong communication skills with the ability to align stakeholders on roles, expectations, and execution plans
- Comfort operating in ambiguity with a bias toward action
**Preferred**
- Experience supporting partner-involved deal and proposal motions, including identifying and aligning partners to pursue opportunities
- Familiarity with partner lifecycle management, partner experience and productivity drivers, and partner performance measurement
- Experience leveraging AI tools into work processes, decision-making, or problem-solving—including AI-powered tools and workflow automation
**Why This Role Matters**
Partner-led growth requires field-level execution that connects global strategy to real customer outcomes. This role is the operational bridge between the Global Partner Leader's vision and the customers, deals, and field teams where that strategy must come to life. By ensuring the right C&I partners are engaged, enabled, and executing effectively, the Partner Manager drives the scalable, predictable pipeline growth that powers ServiceNow's partner ecosystem.
For positions this area, we offer a base pay of $126,060 - 187,530, 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.
#### 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](https://careers.servicenow.com/life-at-servicenow#workpersonas). 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, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, 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](mailto: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.
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