合作伙伴经理 - 威普罗
Partner Manager - Wipro
我们从工程师Fred Luddy开始，他编写代码自动化了一个繁琐的任务，帮助同事Phyllis节省了时间。她感动得流下了眼泪。那一刻启发Fred创建了一家公司，让每个人都能摆脱琐事，专注于有意义的工作。如今，ServiceNow是业务重塑的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为核心的文化，让技术和人才携手并进，势不可挡。我们才刚刚开始。
加入我们，让AI为人们创造价值。
合作伙伴经理是一个独立贡献者角色，负责WIPRO的健康状况、绩效和市场推广执行、策略与执行。直接与全球WIPRO合作伙伴负责人合作，该职位将联合全球策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、培训、营销和技术合作伙伴顾问（PTAGs）跨职能协作，确保Wipro在正确的时间、正确的机会和Wipro团队中被激活。该职位关注合作伙伴增长、销售效率和ServiceNow市场渠道的可扩展执行。
合作伙伴参与与管道执行
· 负责WIPRO的端到端合作伙伴生命周期管理，包括联合业务规划、市场推广执行和绩效跟踪
- 负责在来源和影响的销售动作（销售给、销售与、销售通过）中的NNACV目标
- 通过紧密的ServiceNow-Wipro合作推动战略追求、新客户获取和管道扩展
- 在现场销售的紧密合作下推动合作伙伴管道开发和交易进展
- 在涉及合作伙伴协作的主动客户机会中，与合适的WIPRO团队进行互动
- 通过合作伙伴主导和共同销售行动，在现有客户、新市场和全新客户中创造新业务
跨职能协作
· 在覆盖客户生命周期和实施动作的跨职能RACI模型中作为指定参与者运作
- 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
- 与销售策略对齐市场渠道，并指导伙伴执行
查看英文原文
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.
The Partner Manager, is an individual contributor role responsible for the health, performance, and go-to-market execution, strategy and execution at WIPRO. Working directly with the Global WIPRO 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 (PTAGs) to ensure Wipro are activated at the right time for the right opportunities and across the Wipro teams. This role focuses on partner growth, sales effectiveness, and scalable execution across ServiceNow's routes to market.
Partner Engagement & Pipeline Execution
· Own end-to-end partner lifecycle management for WIPRO, including joint business planning, GTM execution, and performance tracking
- Own NNACV targets across sourced and influenced motions (sell-to, sell-with, sell-through).
- Drive strategic pursuits, new logo acquisition, and pipeline expansion through close ServiceNow-Wipro collaboration.
- Drive partner pipeline development and deal progression in close collaboration with field sales
- Engage the right WIPRO teams 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 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 WIPRO
- Coach and enable WIPRO teams —remotely and in person—building senior-level relationships and managing partner risk
- Advise WIPRO 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
- Act as the primary partnership advocate across sales, product, customer success, marketing, and leadership teams to ensure consistent execution and impact globally.
Success Measures
· WIPRO pipeline growth and revenue contribution (sourced and sell-through NNACV)
- Expansion into new markets, buying centers, and net new logos
- Partner engagement quality: early activation in customer opportunities and proposal motions
- Build trusted relationships with senior executives, align priorities across complex organisations, and mobilise stakeholders around shared business outcomes.
- Embed AI across GTM, solution development, and operational governance. Champion AI-driven, scalable ways of working and accelerate adoption of AI-native business models.
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
· 10-15+ years in partner management, alliances, or ecosystem roles within enterprise software and/or consulting/implementation services
· Experience leveraging AI tools into work processes, decision-making, or problem-solving—including AI-powered tools and workflow automation
· Familiarity with partner lifecycle management, partner experience and productivity drivers, and partner performance measurement
· Experience supporting partner-involved deal and proposal motions, including identifying and aligning partners to pursue opportunities
· Experience working with Wipro and/or developing strong relationships at all levels
· Strong communication skills with the ability to align stakeholders on roles, expectations, and execution plans
· Proven ability to collaborate and influence across multiple internal teams in complex, matrixed operating models
· Strong understanding of partner-led and co-sell sales motions, including all routes to market
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.
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