ServiceNow · 1 day ago
Global Partner Manager, Leader
Santa Clara, CA
Full-time
Hybrid
Senior Level, Lead/Staff
$189K/yr - $281K/yr
12+ years expServiceNow is a global market leader in innovative AI-enhanced technology, and they are seeking a Global Partner Manager Leader to join their Global Partners and Channels team. The role involves generating new sales revenue and driving global strategy with their elite partner HCL, requiring strong leadership and organizational skills.
Agentic AIBusiness Process Automation (BPA)Cloud ManagementEnterprise SoftwareRobotic Process Automation (RPA)SaaS
Responsibilities
Align offerings and solutions with regional GTM and interlock with global GTM plans including solution and industry focus
Formulate 360 business plan by working closely with various HCL Business units and aligning closely with HCL SN practice
Educate Field AEs on differentiation of HCL Partnership so they can provide more informed decisions to customers. Qualify, develop, and execute new sales opportunities and ongoing revenue streams
Conduct in-depth research of HCL’s needs, business conditions, and drivers across the Globe to tailor the ServiceNow value proposition
Support Prospect qualification, development & execution of new sales opportunities across various RTM
Ability to accelerate License consumption and adaptable to challenging scenarios / problem statements
Help build the ServiceNow practice with HCL beyond Cloud and Infrastructure and help elevate their delivery capability matrix across Industry Solutions
Leverage the global RTM segmentation and coverage model to include alignment and execution of the global Partner Program principles and guidelines (in close collaboration with Global Partner Seller, Regional GPC Leadership and GPL HCL)
Develop comprehensive joint go-to-market Business plans with the HCL leveraging all aspects of executive alignment, business planning, execution, and metrics-driven governance
Achieve sales quotas for allocated Global Territory on a quarterly and annual basis. (Sourced and Sell Thru)
Interface to the global team and stakeholders in time zone including visibility of contracts renewal and de-bookings. Pipeline management and forecasting
This individual will be responsible for joint selling and lead the effective collaboration of “deal level” strategies & tactics between sales and partners at both new and existing customers to drive new logos & NNACV
Work strategically to identify new industry specific ‘use cases and solutions’ with HCL across AI & CRM
Develop world class business plans with associated QBR governance & exec sponsorship with HCL to include committed targets & shared metrics
Manage potential conflicts and develop aligned approaches and resolutions at Executive levels
Qualification
Required
Established operational relationships within the Global SI community. (HCL experience preferred) and should have managed a team
Track record of consistent quota attainment & over achievement
Strong strategic thinking including analytical and financial planning skills to meet and exceed quotas and goals. Knowledge of System Integrators, Resellers & Independent Software Vendors is a must
Ability to engage directly in the sales cycle on joint ‘must win' pursuits/opportunities, as well as facilitate joint engagement as and when necessary
A strong background in sales or alliance partnerships gained within the AI/SaaS space, managing multi-million-dollar deals
Align, localize, and execute joint GTM strategy and multi-year regional business plans with HCL, as well as ensuring development of compelling JOINT GTM value propositions aligned to SN's Platform Story
Demonstrable track record of achieving and exceeding targets whilst managing a small number of large accounts or alliance partners, ideally with a next generation AI/SaaS company
Clearly defined joint go-to-market initiatives with key NOW-Partner global exec sponsors with key milestones and progress tracking metrics & associated rigor to ‘inspect what we expect'
The ideal candidate will have 12+ years of prior global alliances and partner sales including business development in Enterprise Software and/or AI&CRM driving partner revenue & accelerated growth with & through SI-SP partners in collaboration with an enterprise sales force
Proven skills building Go-to-market plans for Channel, SI and partner organizations
Successful industry experiences working with the strategic systems integrators and service providers that utilize AI/SaaS, embedded in their Service Offerings
Is goal-oriented and confident, with aptitude and desire to work with high-performing teams. This individual must demonstrate an ability to operate in a highly collaborative environment and fosters a “win as a team” environment
Diligent at measuring and communicating progress to achieve targeted business results, identifying obstacles and associated remediation plans
Experience and relationships with major SI's, ISV's, Managed Service Providers, Value Added Resellers and experience with leading software, Cloud & SaaS organizations required
Bachelor's degree and/or MBA degree is a strong plus
Benefits
Health plans
Flexible spending accounts
401(k) Plan with company match
ESPP
Matching donations
Flexible time away plan
Family leave programs
Company
ServiceNow
ServiceNow is an AI platform that delivers IT operations, field service management and app engine solutions.
10001+ employees
H1B Sponsorship
ServiceNow has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (910)
2024 (876)
2023 (807)
2022 (840)
2021 (447)
2020 (439)
Funding
Current Stage
Public CompanyTotal Funding
$83.7MKey Investors
Sequoia CapitalJMI Equity
2022-12-09Post Ipo Equity
2012-07-29IPO
2012-03-20Private Equity· $10.98M
Leadership Team
Bill McDermott
Chairman and CEO
Pat Casey
Chief Technology Officer & EVP of DevOps
Recent News
2026-01-16
2026-01-16
Company data provided by crunchbase