合作伙伴技术架构师
Partner Technology Architect
#### 公司简介
一切始于工程师Fred Luddy为同事Phyllis编写了一段自动化繁琐任务的代码。她感动得热泪盈眶。那一刻激发了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，帮助85%的财富500强®企业更聪明、更快、更好地工作。我们正在构建一种AI原生文化，让技术和人才携手不可阻挡。而我们才刚刚开始。
加入我们，让AI为人们工作。
#### 职位描述
**使命**
在风险与安全实践中提供深入的高级技术战略专家专业知识，在需要深度实践专业知识的地方开展工作——与对齐的合作伙伴技术架构师和合作伙伴解决方案工程师合作，加速合作伙伴激活、解决方案共创和商业成功。
**范围**
全球GEO范围内四大实践之一。在需要其实践深度的合作伙伴类型（包括全球、区域管理的任何主要领域，如商业和开发合作伙伴）中开展工作。
**参与方式**
集中式。通过申请表按需调用。参与可以是主动的（计划中的合作伙伴赋能、实践发布、联合业务规划执行）或被动的（特定请求、交易时间深度、合作伙伴方面的缺口）。主要在季度外进行——但在某些情况下也可以在季度内参与。
**关键职责**
- 与合作伙伴共同创建实践原生架构——开发参考架构、可重用模式和集成库，合作伙伴可以扩展和货币化。
- 构建可重用的实践共创创新资产——解决方案模板、行业特定加速器、演示环境和蓝图。
- 在实践中提供高级技术专业知识（例如AI的L400、CRM/G&S/AW的深度架构）——包括全新模式和复杂多产品场景。
- 推动与合作伙伴的AI增强实践能力的协作采用。
- 与合作伙伴举行实践技术研讨会，并直接与实践买家（AI的CAIO/CDO/CTO · CRM的CXO/VP CX · G&S的CISO/CRO/CIO · AW的CIO/VP IT Ops/CHRO）互动。
- 执行展示实践业务价值的战略概念验证。
- 指导合作伙伴的市场竞争定位
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
**Mission**
Provide deep, senior technical strategist expertise within Risk and Security practice, engaged where deep Practice expertise is required — working alongside partner-aligned Partner Technology Architects and Partner Solution Engineers to accelerate partner activation, solution co-creation and commercial success.
**Scope**
One of the 4 Practices, worldwide within the GEO. Engaged across partner types (Global, Regional Managed of any Major Area including Commercial, and Development partners) where their Practice depth is required.
**Engagement posture**
Pooled. Pulled in on demand through the intake form. Engagements can be proactive (planned partner enablement, practice launch, joint business planning execution) or reactive (specific request, deal-time depth, gap on partner side). Predominantly Out-Quarter — but can engage on In-Quarter opportunities in specific cases
**Key responsibilities**
- Co-create Practice-native architectures with partners — developing reference architectures, reusable patterns, and integration libraries that partners can extend and monetize.
- Build reusable Practice co-innovation assets — solution templates, industry-specific accelerators, demo environments and blueprints.
- Provide senior technical expertise within the Practice (e.g., L400 in AI, deep architecture in CRM/G&S/AW) — including net-new patterns and complex multi-product scenarios.
- Drive collaborative adoption of AI-enhanced Practice capabilities with partners.
- Lead Practice technical workshops with partners and engage directly with Practice buyers (CAIO/CDO/CTO for AI · CXO/VP CX for CRM · CISO/CRO/CIO for G&S · CIO/VP IT Ops/CHRO for AW).
- Execute strategic proofs of concept demonstrating Practice business value.
- Guide partners on competitive positioning against alternative platforms.
- Present Practice architecture and industry-specific strategy to executive audiences.
- Design and deliver comprehensive Practice architecture training programs, workshops, and executive briefings that build lasting partner capability.
- Mentor partner architects and pre-sales teams on Practice solution positioning, competitive differentiation and industry patterns.
- Assess partner Practice technical capabilities and identify gaps; develop capability maturation plans and certification pathways.
- Represent ServiceNow Practice innovation at industry events, conferences and forums; contribute to thought leadership content.
- Collaborate with partner-aligned Partner Technology Architects on Practice-specific joint business planning.
- Guide partners from concept to validated solution to scalable commercialization with clear monetization pathways.
- Connect Practice architecture to measurable business outcomes.
- Maintain expert-level knowledge of the Practice competitive landscape and translate market intelligence into partner-relevant insights.
- Support SC Field on Commercial partner development requests.
**Success metrics / KPIs**
- Partner Practice Maturity — Practice progression, Pre-Sales certification attainment (Sales / Pre-Sales focus, not implementation), readiness scores, vertical specialization depth.
- Pipeline Influence — growth in Practice-specific partner-sourced and partner-influenced pipeline; deal velocity improvement.
- Co-Created Offerings — number and quality of repeatable Practice offerings co-developed with partners.
- Partner Self-Sufficiency — partner capability to independently position, demonstrate, and deploy Practice solutions.
- Competitive Win Rate — win rate improvement in partner-led Practice opportunities (CRM, G&S).
- Thought Leadership — conference presentations, published content, external visibility (AI Practice).
- Executive Satisfaction — partner satisfaction on Practice advisory engagement quality and strategic value.
**Key interfaces**
- Partner-PTAs (Global & Regional) — working alongside on assigned partners
- Partner Solution Engineer / Partner Design Studio — for reference architectures & design standards
- Product & Engineering teams — for formal feedback loops on partner ecosystem needs
- SC Field / SC Specialist Field — for gap-driven Commercial partner development requests
- Partner Managers (Global / Regional / Development)
#### Qualifications
- Domain expertise in Risk (IRM) or Security with preferential treatment to those with Armis and Veza.
- Security Or Risk Implementation experience
- 5+ years of Channel/partnerships Sales
- 5+ years of pre-sales solution consulting or sales engineering experience in a security or risk environment
- 5+ ServiceNow platform or technical expertise with cloud software solutions
- Experience working collaboratively with product management, product marketing, partners, and professional services
- Territory management skills, including pipeline building and working with Sales counterpart to guide execution excellence
- Travel, as required.
FD21
#### 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, 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](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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