合作伙伴技术架构师
Partner Technical Architect
#### 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——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，让技术和人才携手不可阻挡。而我们才刚刚开始。
加入我们，让AI为人们服务。
#### 职位描述
ServiceNow正在寻找一名合作伙伴技术架构师，作为我们全球及战略区域合作伙伴的主要战略接口。在这个职位上，您将通过售前技术卓越、业务发展、解决方案策略和以AI为核心的科技采用，推动合作伙伴的全面增长。您将把值得信赖的顾问关系与行业对齐的解决方案架构以及市场推广领导力结合到一个可负责的角色中——将平台功能、AI创新和行业背景转化为可重复、结果驱动的解决方案，使合作伙伴能够构建、扩展和盈利。
_虽然这个职位会拓展到战略业务发展和共同创新，但售前技术卓越仍然是主要的操作基础——包括技术调研、解决方案演示、概念验证领导和架构验证，从而加速由合作伙伴主导的客户参与。_
**您将负责**
作为合作伙伴技术架构师，您将成为指定合作伙伴组织的专属战略伙伴，负责从售前技术参与直至战略共同创新和业务增长顾问的全过程。
**合作伙伴策略与业务发展**
- 作为指定合作伙伴的主要战略接口，与合作伙伴高管和实践负责人建立信任关系。
- 领导联合业务规划，协调合作伙伴投资、行业重点和所有市场进入渠道的市场推广优先级。
- 为合作伙伴提供实践增长、专业化策略和AI驱动方案准备方面的建议。
- 通过以方案为导向的战略和解决方案差异化，影响合作伙伴来源和合作伙伴影响的销售线索。
**售前卓越**
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
ServiceNow is seeking a Partner Technology Architect to serve as the primary strategic interface for our Global and Strategic Regional partners. In this role, you will drive holistic partner growth through pre-sales technical excellence, business development, solution strategy, and AI-first technology adoption. You will combine trusted advisory relationships with partner executives, industry-aligned solution architecture, and go-to-market leadership into a single accountable role — translating platform capabilities, AI innovation, and industry context into repeatable, outcome-driven offerings that partners can build, scale, and monetize.
_While this role expands into strategic business development and co-innovation, pre-sales technical excellence remains the primary operational foundation — including technical discovery, solution demonstrations, proof-of-concept leadership, and architectural validation that accelerates partner-led customer engagements._
**What You’ll Do**
As a Partner Technology Architect, you will serve as the dedicated strategic counterpart for assigned partner organizations, owning the full spectrum from pre-sales technical engagement through strategic co-innovation and business growth advisory.
**Partner Strategy & Business Development**
- Serve as the primary strategic interface for assigned partners, building trusted relationships with partner executives and practice leaders.
- Lead joint business planning to align partner investments, industry focus, and go-to-market priorities across all routes to market.
- Advise partners on practice growth, specialization strategy, and readiness for AI-enabled offerings.
- Influence partner-sourced and partner-influenced pipeline through offer-led strategy and solution differentiation.
**Pre-Sales Excellence & Solution Strategy**
- Lead and support technical discovery sessions, executive briefings, and solution demonstrations that articulate platform value and accelerate partner-led deal velocity.
- Drive solution strategy, helping partners align offerings to high-value industry workflows and customer outcomes.
- Translate platform and AI capabilities into partner-differentiated, scalable solutions at the conceptual and architectural level.
- Maintain strong workflow fluency across enterprise domains including CRM, IT, Security, and Business Services.
- Design and execute partner-led proofs of concept and co-demonstrations that prove business value, technical feasibility, and competitive differentiation.
- Provide technical escalation support for critical partner-led opportunities, ensuring partners have access to deep expertise at key deal milestones.
**AI-First Innovation & Co-Creation**
- Champion AI-first solution design, including intelligent workflows, automation, and agent-based use cases.
- Orchestrate partner engagement with Partner Solution Architects and domain-specialist advisors (AI, CRM, Security & Risk) to accelerate solution development.
- Ensure partner offerings progress from concept through validation to scalable commercialization.
- Promote responsible, enterprise-ready AI adoption aligned to governance and trust standards.
**Value Engineering & Orchestration**
- Connect solution strategy to measurable business outcomes including efficiency, growth, ROI, and time-to-value.
- Support executive-level conversations with clear value narratives and outcome-based storytelling.
- Coordinate across internal specialist teams to deliver a unified partner experience, not fragmented touchpoints.
#### Qualifications
**What you need to be successful in this role:**
- 8+ years of experience in pre-sales solution consulting, partner strategy, enterprise technology advisory, or related roles with proven success leading technical discovery, demonstrations, and partner engagements.
- Proven experience working directly with partners, system integrators, hyperscalers, or technology alliances.
- Strong executive presence with the ability to influence senior partner stakeholders at VP+ level.
- Demonstrated ability to connect business strategy, industry context, and technology solutions into actionable partner growth plans.
- Experience shaping or scaling partner practices, offerings, or go-to-market motions.
- Solid understanding of enterprise platforms and workflow-based solutions at the conceptual and architectural level.
- Working knowledge of AI-enabled use cases, automation patterns, and data-driven workflows.
- Deep familiarity with at least one industry vertical (e.g., Financial Services, Healthcare, Manufacturing, Public Sector).
- Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving.
**Preferred & Standout Experience:**
- Experience with ServiceNow platform and AI capabilities (Now Assist, AI Agents).
- Background in management consulting, strategy advisory, or partner business development.
- ServiceNow certifications (e.g., CSA, CIS, or architectural certifications).
- Experience across multiple partner routes to market (C&I, MSP, Reseller, Hyperscaler, Build).
- Familiarity with competitive platforms and ability to articulate ServiceNow differentiation.
What This Role Does Not Do
- Perform platform configuration, development, or solution delivery.
- Manage commercial contracts, pricing, or financial program management.
- Replace deep technical or implementation specialist roles (leverages domain-specialist advisors and Partner Solution Architects for depth).
- Own day-to-day partner relationship management (coordinates with Partner Management).
**Travel for partner, customer, and organizational activities up to 50%.**
FD21
For positions in this location, we offer a base pay of $134,250 to $221,550, 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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