Partner Development Manager (GTM, Built On Solutions)

• This role sits within ServiceNow’s Global Partner & Channels (GPC) organization and focuses on accelerating growth through ServiceNow’s partner ecosystem
• As Partner Development Manager, GTM - Built On Solutions, you will lead GTM for co-created, differentiated, AI-led Built On ServiceNow solutions in close collaboration with our strategic Service Provider partners. These solutions are partner-led managed services powered by ServiceNow, leveraging workflow automation, data, and AI to deliver measurable business outcomes
• The Built On ServiceNow team is a strategic organization within ServiceNow’s Global Partnerships and Channel organization. The Built On ServiceNow team drives new market creation by combining the ServiceNow AI platform with our global Service Provider partner’s Business Process Services or product IP as-a-Service to co-create and GTM with cutting edge, differentiated solutions
• We are seeking a results-driven team member to drive the go-to-market (GTM) strategy for Built On solutions. In this role, you will drive solution adoption by spearheading ServiceNow’s engagement in the planning and execution of a comprehensive GTM strategy. You will work closely with partner stakeholders as well as internal stakeholders across ServiceNow including Sales, Industry GTM, Product Management, Marketing, and others
• Drive GTM execution for Built on solutions
• Leverage your passion in driving sales results to develop and execute a GTM plan for each Built On ServiceNow solution
• Be the point person for any GTM activities for your partners’ Built on ServiceNow solutions – both externally and internally (e.g. pipeline reviews, QBRs, etc.)
• Align closely with internal ServiceNow GTM teams including Industry GTM, Marketing, Global and Geo Partner Managers, Account teams, etc
• Track and report on the progress of GTM initiatives, ensuring ongoing optimization and impact
• Support business development and sales proposal workstreams for the Built on ServiceNow team
• Responsibilities include:
• Field engagement, alignment and execution
• Partner target account planning and joint pipeline development
• Sales strategy and play development
• Sales enablement and training
• Development of sales and marketing assets
• Launch announcements and communications
• Support of pipeline conversion and target accounts
• Partner and/or industry events presence
• Other co-marketing initiatives

Benefits

• Generous family leave
• Matched donations
• Annual learning stipends
• Flexible PTO
• Competitive retirement plan
• Paid volunteer time- Knowledge of the ServiceNow platform or ecosystem is beneficial
• 7+ years in a partner/channel sales role – ideally in a B2B SaaS or enterprise software environment
• Strong collaboration skills - ability to liaise, build relationships with, and motivate individuals at all levels both internally and externally
• Proven ownership and accountability for a GTM function, with a track record of driving cross-functional execution
• Track record of meeting or exceeding sales and partner sales revenue targets
• Familiarity with sell-through partner motions
• Excellent communication and presentation skills
• Experience working at or with Managed Service Providers and/or Global Partners
• Experience of working with organizations across multiple geographies / verticals
• 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
• Ability to manage multiple projects simultaneously with attention to detail and focus on execution