Global Partner Manager – IBM

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Global Partner Manager 

Role Summary

Strategic partners win when they are deeply aligned to and rooted in ServiceNow products and technologies. The Global Partner Manager, Autonomous Workforce is a senior role responsible for activating and expanding a partners defined practice area. Working in close partnership with the Global Partner strategy and team to bring new GTM solutions and services to market. Deeply fluent in ServiceNow technologies, this GPM role translates the practice area partnership vision into customer outcomes, balancing joint global opportunities with the unique market dynamics. As the global owner of the practice area, the GPM is accountable for driving alignment with the partner's practice area counterparts and expanding the partner's capabilities with ServiceNow-aligned products to create pipeline and consistent execution.

The GPM partners directly with the partner's practice area leaders to bring the ServiceNow value proposition into new solutions for the market, engaging Technical Partner Advisors (TPAs) to co-innovate solutions. 

Strong understanding of agentic workflows, AI specialists, and orchestration models, including how AI evolves from assistive capabilities to fully autonomous execution. Ability to position AI as delivering end‑to‑end work completion—beyond task automation—combined with a solid grasp of the ServiceNow AI platform and its differentiated Data + AI + Workflow + Security architecture.

Working alongside Geo Partner Managers, the GPM ensures all geo-based teams are aligned and actively driving the joint geo strategy forward.

What you get to do in this role:

Strategy

• Lead the global go-to-market alignment and co-innovation initiatives for a specific Functional Area

• Own and execute the Global Functional Area partner account plan

• Drive cross-geo alignment to ensure a consistent global partner experience across all partner routes to market

• Develop and maintain Partner Executive relationship(s) to align strategies, offerings, priorities, and own peer-to-peer relationships with NOW counterparts

• Advise partners on market, geographic, and route-to-market expansion, BU GTM, Product Roadmap

Governance & Reporting

• Align with the Global Governance Framework

• Facilitate QBRs for priority countries & milestone tracking

• Own revenue success measures: Sourced NNACV, Sell-Through NNACV

• Influence Partner Program KPI tracking and success measures: Certifications, PLAs, etc.

GTM Execution

• Coordinate joint go-to-market motions across product launches, industry plays, and competitive displacement campaigns; ensure consistent messaging globally

• Drive Autonomous Workforce product/solution education and enablement to increase practice and business growth

• Lead joint demand generation strategy with partner marketing teams; orchestrate global campaigns, executive events that drive pipeline

• Drive in-market execution playbooks with partner & NOW stakeholders to accelerate adoption across all regions & support field sales activation

• Collaborate with Partner Technical Advisors to assess product expansion, route-to-market opportunities, and co-innovation of new technical offerings

Operations (sales & partner)

• Drive operational consistency across Regional Partner Manager teams by developing and maintaining playbooks, templates, toolkits, and repeatable processes

• Support Regional Partner Sales with field sales to support partner-led customer pursuits, pipeline development, and deal progression

• Support regions with domain-specific GTM Assets and thought leadership to accelerate the growth of solutions adoption and sales

• Identify gaps in the GTM process; raise and solve for process improvements that reduce friction across the alliance

Deliverables

• Execution of the Global GTM Plan to expand the joint growth in a specific functional area

• Quarterly & executive governance cadence — strategic reviews, monthly scorecard, pipeline review

• Geo adoption of global strategy

• Partner maturity, scalability, and enablement effectiveness

Success Measures

• Global Partner pipeline growth, and revenue contribution across all routes to market for the Autonomous Workforce area

• Execution of the Global Partner Account Plan and joint GTM strategy to expand the partner’s ServiceNow practice

• Expansion into new markets, buying centers, and net new logos

• Consistency of global partner execution, governance, and operational rigor

• Field and stakeholder satisfaction

• Partner maturity, scalability, and enablement effectiveness

To be successful in this role you will have:

• 12+ years of global alliances and partner sales experience, including business development in Enterprise Software (SaaS, CRM, AI etc…) driving partner revenue and accelerated growth with and through SI partners in collaboration with an enterprise sales force. Proven ability to build go-to-market plans for Channel, SI, and partner organizations

• Demonstrable track record of achieving and exceeding targets by managing a small number of large accounts or alliance partners, ideally with a next-generation AI/SaaS company

• Established relationships with major SIs, ISVs, Managed Service Providers, and Value-Added Resellers, with experience in leading software, Cloud, and SaaS organizations

• Strong understanding of partner-led and co-sell sales motions

• Ability to influence and operate in a matrixed organization

• Executive communication and relationship management skills

• Comfort operating in ambiguity with a bias toward action

• Experience leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving, including using AI-powered tools, automating workflows, or analyzing AI-driven insights

Why This Role Matters

This role strengthens global partner-led growth by ensuring alliance operations are governed, measured, and continuously improved. Through strategic relationship ownership, operational rigor, and close collaboration with Regional Partner Managers, Technical Partner Advisors, and field sales, the Global Partner Manager enables scalable and predictable outcomes that drive ServiceNow revenue growth.

For positions this area, we offer a base pay of $145,920 - $217,080, 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.

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, 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 [email protected] 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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