全球合作伙伴经理-IBM治理与安全及自主劳动力
Global Partner Manager- IBM Governance & Security and Autonomous Workforce
#### 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。她感动得热泪盈眶。这一时刻激发了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。我们正在打造一种AI原生文化，让技术和人才 unstoppable 一起前行。而我们才刚刚开始。
加入我们，让AI为人们工作。
#### 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独立贡献者角色，负责合作伙伴在治理与风险及自主劳动力实践策略和执行方面的健康状况、绩效和市场推广执行。直接与全球合作伙伴负责人合作，该职位将联合全球战略转化为实践策略和执行——参与合作伙伴共同销售行动、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、市场团队和技术合作伙伴顾问（TPA）跨职能协作，确保正确的合作伙伴在正确的时间针对正确的机会，并在合作伙伴团队中进行协作。该职位关注合作伙伴增长、销售有效性以及ServiceNow各市场渠道的可扩展执行。
**你将负责**
**合作伙伴参与与管道执行**
- 负责合作伙伴的端到端生命周期管理，包括联合业务规划、市场推广执行和绩效跟踪，针对治理与风险实践（包括治理、安全、风险、身份和运营技术）及自主劳动力
- 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
- 在需要合作伙伴协作的提案情况中，与合适的合作伙伴积极互动
- 通过合作伙伴主导和共同销售行动，在现有客户、新市场和新客户中创造新业务
**跨职能协作**
- 作为跨职能RACI模型中的明确参与者，涵盖客户生命周期和实施行动
- 与内部利益相关者对齐角色、职责和执行方案
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 and Autonomous Workforce practices strategy and execution at Partner. Working directly with the Global 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 Partner 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 Partner, including joint business planning, GTM execution, and performance tracking for the Governance and Risk practice (incl. Governance, Security, Risk, Identity and Operational Technology) and Autonomous Workforce
- Drive partner pipeline development and deal progression in close collaboration with field sales
- Engage the right 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 IBM partners
- Coach and enable Partner teams —remotely and in person—building senior-level relationships and managing partner risk
- Advise 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**
- Global SI pipeline growth and revenue contribution (sourced and sell-through NNACV)
- Expansion into new markets, buying centers, and net new logos in Governance and Risk and Autonomous Workforce Practices
- Partner engagement quality: early activation in customer opportunities and proposal motions
- Consistency of cross-functional execution within the collaboration model
- Partner maturity, scalability, and enablement effectiveness in Governance and Risk and Autonomous Workforce
- 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 and IT
- 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, 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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