合作伙伴经理
Partner Manager
#### 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。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，让技术和人才携手并进，势不可挡。而我们才刚刚开始。
加入我们，让AI为人们服务。
#### 职位描述
**合作伙伴经理** 是一名个人贡献者角色，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、渠道开发和客户交付。
合作伙伴经理会与产品团队、现场销售、赋能团队、市场部和技术合作伙伴顾问（PTAGs）跨职能协作，确保 Wipro 在正确的时间针对正确的机会，并在 Wipro 各个团队中被激活。该职位专注于合作伙伴增长、销售效能以及 ServiceNow 市场渠道的可扩展执行。
**合作伙伴参与与渠道执行**
- 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渠道中（销售至、销售与、销售通过）的NNACV目标
- 通过与 ServiceNow-Wipro 的紧密合作，推动战略追求、新客户获取和渠道扩展
- 与现场销售密切合作，推动合作伙伴渠道开发和交易进展
- 在涉及合作伙伴协作的主动客户机会中，与合适的 WIPRO 团队进行参与
- 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行动的跨职能 RACI 模型中作为指定参与者运作
- 与内部利益相关者对齐，在交付和实施活动中的角色、职责和执行
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#### 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
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.
#### Qualifications
**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
#### 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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