While this role leads strategic business development and co-innovation, pre-sales technical
excellence remains the primary operational foundation for the team, including technical
discovery, solution demonstrations, proof-of-concept leadership, and architectural validation that
accelerates partner-led customer engagements.
What You’ll Do
As a Senior Manager, you will lead a team of Partner Technology Architects, set their priorities
against partner and Global Partners & Alliances goals, and remain accountable for the partner
outcomes your team delivers.
People Leadership & Team Development
Lead, coach, and develop a team of Partner Technology Architects, setting clear goals
and growing each member according to business needs and individual professional
goals.
Evaluate team members regularly through direct observation, peer feedback, and sales
feedback.
Build and maintain a recruiting pipeline and hire to meet future business demands.
Manage day-to-day team operations, including resource scheduling, activity reporting,
and expense review and approval.
Assign resources to partner engagements, joint solution development, and demand
generation to ensure effective use of skills across the assigned region
Partner Strategy & Business Development
Ensure your team serves 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-tomarket
priorities across all routes to market.
Advise partners on practice growth, specialization strategy, and readiness for AI-enabled
offerings.
Develop forward-looking strategies with a clear investment and go-to-market plan
covering headcount, training, and tools.
Influence partner-sourced and partner-influenced pipeline through offer-led strategy and
solution differentiation.
Drive cross-industry development and go-to-market strategies for innovative solutions
with partners.
Connect solution strategy to measurable business outcomes, including efficiency,
growth, ROI, and time-to-value.
Coordinate across Sales, Services, Support, Marketing, and internal specialist teams to
deliver a unified partner experience, not fragmented touchpoints.
Pre-Sales Excellence & Solution Strategy
Ensure your team delivers technical discovery sessions, executive briefings, and
solution demonstrations that accelerate partner-led deal velocity, and participate directly
where needed.
Drive solution strategy that aligns partner offerings to high-value industry workflows and
customer outcomes.
Oversee 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 at key deal
milestones.
Maintain workflow fluency across enterprise domains, including CRM, IT, Security, and
Business Services.
Champion AI-first solution design, including intelligent workflows, automation, and agentbased
use cases.
Promote responsible, enterprise-ready AI adoption aligned to governance and trust
standards.
Required
10+ years of pre-sales solution consulting, partner strategy, or enterprise technology
advisory experience, with a proven record of leading technical discovery,
demonstrations, and partner engagements.
6+ years of leadership experience, preferably within pre-sales, professional services, or
partner-aligned organizations, including building or leading pre-sales or partner
practices.
Experience coaching, mentoring, and managing a team of senior-level professionals,
with a structured, team-first approach to goals and objectives.
Proven experience working directly with partners, system integrators, service providers,
hyperscalers, or technology alliances.
Strong executive presence, with the ability to influence VP+ and CXO-level partner
stakeholders and to collaborate across Enterprise Architects, Technical Architects,
Offering Managers, and Directors.
Demonstrated ability to connect business strategy, industry context, and technology into
actionable partner growth plans, and to shape or scale partner practices, offerings, or
go-to-market motions.
Solid understanding of enterprise platforms and workflow-based solutions, with deep
familiarity with at least one technology (e.g., Cloud, database, AppDev etc.).
Working knowledge of AI-enabled use cases, automation patterns, and data-driven
workflows, and experience applying AI thoughtfully to processes, decision-making, and
problem-solving.
BA/BS in Computer Science or a similar technical degree, or equivalent experience.
Ability to articulate complex concepts clearly to both technical and non-technical
audiences.
Preferred & Standout Experience
Experience with the ServiceNow platform and AI capabilities (Now Assist, AI Agents),
and ServiceNow certifications (e.g., CSA, CIS, or architectural certifications).
Experience building or leading pre-sales or professional services organizations,
particularly partner-aligned organizations.
Experience working with service advisory firms, service integrators, service providers,
and outsourcers.
Background in management consulting, strategy advisory, or partner business
development.
Experience across multiple partner routes to market (C&I, MSP, Reseller, Hyperscaler,
Build).
Familiarity with competitive platforms and the ability to articulate ServiceNow
differentiation.
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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