Partner Manager

Partner Manager

Quick Facts

• Regional partner ecosystem leadership (AMS / EMEA / APJ)
• Emphasis on building partner practices, governance, and partner revenue growth
• Light travel (~10%)

Description

The Partner Manager manages and nurtures ServiceNow relationships within the partner ecosystem across the assigned region. The role builds partner practices through business and account planning, drives success through targets, capacity planning, and growth investments, and manages governance via readiness scoring, roadmap sessions, ecosystem evaluations, and metrics reporting. The position also develops SOPs, coaches partners, and works with partner operations and enablement to ensure best practices.

Responsibilities

• Develop partner practices via business plans, account planning, expectations management, and regional/industry/product focus
• Plan for success: partner achievement target agreements, capacity planning, growth investment, and points earning roadmap
• Manage the ecosystem: readiness assessment scoring, milestone achievement tracking, roadmap sessions, ecosystem evaluations, tiering progress, acquisitions targets, and health analysis
• Drive governance through execution plans, reporting/dashboards, and cross-region alignment
• Create standard operating procedures (e.g., business planning guides, enablement journeys)
• Coach partners remotely and face-to-face
• Communicate partner program requirements and benefits across the ecosystem
• Provide daily partner ecosystem management
• Coordinate reporting and best-practice execution with Partner Operations and Partner Enablement
• Run quarterly and bi-annual business reviews
• Develop partner business cases and program roadmaps; define investment areas for partner entry and progression
• Implement remediation plans and manage partner portal/system tooling
• Work toward partner revenue goals through teaming and subcontracting
• Participate in marketing events

Requirements

• Experience leveraging or critically thinking about integrating AI into work processes, decision-making, or problem-solving (AI-powered tools, workflow automation, analysis of AI insights, and/or evaluating AI impact)
• 5+ years of experience working with sales, marketing, or Channel and Alliance partnership management
• Ability to operate effectively in an “east-west” model with both direct and dotted-line team members
• Diligence in measuring and communicating progress toward targeted results, and creating remediation plans for obstacles

Benefits

• Base pay range: $139,400 - $196,900 plus equity (when applicable), variable/incentive compensation, and benefits (Sales roles may use OTE)
• Health plans, flexible spending accounts, 401(k) with company match, ESPP, matching donations, flexible time away plan, and family leave programs