Strategy Consulting Partner Manager

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

We are seeking a highly motivated leader and team player to join the ServiceNow partner team to drive and support a plan to accelerate and scale the growth of the ServiceNow Strategy Consulting partnerships. 

This is a key and strategic role that requires a balance of alliance management, strategic thinking, business acumen and a roll-up your sleeves and get it done attitude. You will be working with the industries top management consulting firms building thought leadership and developing strategic partnerships to activate the market together. You will be chartered to enable deeper collaboration and higher agility by energizing and enabling key client partners and engagement teams. You and your partners will collaborate closely to drive high impact vertical and horizontal workflow motions in topics like Industry business transformations, Service Operations, Employee Empowerment, Customer Service, Finance and Supply Chain and Intelligent Applications. You will work with the partners to embed GenAI values in thought leadership, solutions, and client engagement teams.

You must be a highly motivated team player with expertise working in a fast paced, cross-functional manner. You need the ability to establish broad senior level relationships and you have a proven track record on delivering results and getting things done. You will demonstrate a strong business acumen, have outstanding communication skills and are able to effectively build relationships with partners and executive leaders in the partner and ServiceNow ecosystem.

Your primary responsibilities will include defining the vision, creating the strategy, and leading the partnerships to execute plans to achieve impactful outcomes for ServiceNow and the partner. You will establish and maintain business relationships with leadership, client partners and engagement teams, while managing the day-to-day interactions across multiple ServiceNow organizations. You will lead and manage collaborative efforts with partners to develop and promote thought leadership. Enabling top practice leadership, senior Client Partners, and Engagement Management on the ServiceNow platform and solutions will be paramount to developing a successful partnership. You will initiate and lead participation in the partners digital labs and innovation centers to establish high impact ServiceNow solution demonstrations, showcasing the business outcomes clients can realize through the platform to solve real world problems. These partnership initiatives will result in driving “Sourced and Partner Impacted” NNACV for ServiceNow where you will manage pipeline reporting and showcase wins and key outcomes to elevate the visibility of our Strategy Consulting partnerships within ServiceNow.

What you get to do in this role:   

Create and execute a partner business development plan to drive engagement with Strategy Consulting Partners. Leverage your passion for driving initiatives by influencing internal and partner organizations while they work to present the value of the partnership, and evangelize jointly innovated thought leadership and offerings

Participate in joint digital days to establish deep awareness of the value of the ServiceNow platform and the partnership

Establish a presence in the partners innovation centers to become an embedded element of the partners transformation story

Manage and expand key stakeholder contact networks with assigned Partner(s) and works closely with internal teams to identify and expand networks

Serve as the primary GPC (Global Partnerships and Channels) touchpoint for field sales and client teams when the partner is engaged and active in an account

Build mindshare within ServiceNow partner field leadership and client teams to drive opportunities to engage in co-selling

Customers are at the center of everything we do, you need to ensure together we are delivering high-value customer outcomes where partners are engaged with ServiceNow

Identify joint offerings capabilities with Partner(s) and coordinates a related Go to Market strategy

Build joint governance models to ensure effective partnership management and execution

Work with ServiceNow partners to generate new relationships and business in existing accounts and in new markets

Design enablement strategies and strategic growth initiatives and communication materials associated with launching joint initiatives

To be successful in this role you have:

Experience working for or with Strategy Consulting firms (e.g. McKinsey, BCG, Bain, Deloitte)

Strong track record of partnership management experience

Sound business acumen skills; thrive in a fast-paced, dynamic work environment

Strategic thinker who is able to blend consulting and business strategy to develop compelling plans for new partner initiatives

History of successfully developing and leading multiple strategic partnerships

Comfortable with complexity and thinking on multiple levels of abstraction; demonstrates use of critical thinking techniques.

Excellent spoken and written communication, interpersonal, relationship building skills

Ability to work both independently and with a team

Ability to liaise with and motivate individuals at all levels of the partner relationship

Politically astute, good understanding of business, and able to ascertain key decision makers

Demonstrated ability to drive strategic initiatives through a complex ecosystem

Comfortable working with multiple internal teams, from individual contributors to senior executives, as well as building/maintaining relationships with partners

Excellent understanding of growing and sustaining businesses in a highly competitive and changing marketplace

Willing and able to travel as needed for the business

Desired Skills/Experience/Assets:

Experience working for or with Strategy Consulting firms (e.g. McKinsey, BCG, Bain, Deloitte)

Broad-based business and technology expertise with 2 years in either management consulting, or alliance management with a track record of driving successful business development activities

An understanding of the Strategy Consulting ecosystem

Experience of working with organizations in multiple geographies / verticals

Experience working with multiple Sales teams driving and building the partner ecosystem

Highly motivated and independent contributor

High energy, enthusiasm, and passion for the business

Business, Computer Science or Engineering Bachelors degree

Technical prowess and ability to represent the joint product offerings is a plus

ServiceNow platform knowledge a plus (not mandatory)

FD21

Not sure if you meet every qualification? We still encourage you to apply! We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candidate!

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. Learn more here (https://www.servicenow.com/content/dam/servicenow-assets/public/en-us/doc-type/other-document/careers/new-world-of-work-personas.pdf) .

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 talent.acquisition@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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