Partner Solutions Manager

Company Description

At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you.

With more than 7,400+ customers, we serve approximately 80% of the Fortune 500, and we're on the 2021 list of FORTUNE World's Most Admired Companies®.

Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

Job Description

Transforming the world of work is one of the most pressing issues that business leaders face today and, as the defining enterprise platform of the 21st century, ServiceNow is poised to be the platform of choice to tackle this critical imperative. However, we will not succeed in delivering our customers’ desired outcomes without a robust partner ecosystem with leading partner solutions - that’s exactly where this role fits. The Solution Lead, Manager will join our Partner Solutions Center of Excellence (CoE) within the Alliances & Channel Ecosystem (ACE) organization. ACE is at the forefront of driving ServiceNow’s growth to $15B and beyond.

The Partner Solutions CoE aspires to build a culture of continuous innovation to drive profitable revenue through the identification, incubation, and monetization of breakthrough, market-leading partner solutions.  The Solution Lead, Manager is an exciting role, central to how we ideate, cultivate, monetize, and scale new solutions that will fundamentally transform the world of work. We classify partner solutions as opportunities for a partner’s IP to be coupled with the ServiceNow products and platform to create a net-new, combined solution.

The Solution Lead, Manager will be responsible for working jointly with partners and the broader Solution CoE team to assess, to qualify, and to carry new solution concepts through their end-to-end journey to solution launch.

Primary Focus:

• Primary owner of the solution development end-to-end journey and associated outcomes
• Assessment, qualification, and intake of strategic partner solution opportunities
• Lead Solution GTM (Go-to-Market) framework, including monetization
• Regular collaboration across multiple teams and stakeholders inside and outside the ACE GTM organization
  • This includes our partner’s solution team members and ServiceNow’s internal resources including partner managers, solution architects, business value consultants, product management, UI/UX designers, marketing, pricing operations, etc
• Works with internal stakeholders and partners to
  • Develop comprehensive business plans
  • Define and articulate a clear strategy with associated market value and joint business case
  • Define & lead solution ideation, discovery, and associated requirements
  • Influence project scope to deliver effective and efficient solutions
  • Define and communicate success criteria & KPIs (Key Performance Indicators)

 Additional Responsibilities: 

• Drive sales rigor to support partners in building pipeline motions

• Help lead, build, and scale the ACE GTM Partner Solutions COE Program

• Help identify opportunities with key industry, buyer persona, and/or business imperative value-propositions and alignment

• Elevate the partner focus towards cross and co-selling solution opportunities with our partners and partner field teams

• Evangelize the power of the ServiceNow platform in transforming work across the partner ecosystem

• Work cross functionally to ensure Partner Acceleration, Partner Success, and other relevant internal teams are aware of and aligned to partner solutions

Qualifications

To be successful in this role you have:

• 10+ years of relevant work experience

• Strong oral and written communication skills; including process documentation

• Strong analytical, problem-solving, negotiation, task and project management, and organizational skills

• Solution or product experience at SaaS company, system integrator, or equivalent

• Understanding of Alliance and Channel ecosystem development, partner operating models and market dynamics

• Experience managing projects/portfolios and understanding project success

• Demonstrate the experience to lead in a matrix organization

• High level understanding of software development lifecycle (SDLC)

• Solution or product experience at system integrator or leading enterprise SaaS company is a plus

• Ability to work independently, and as part of a team, with a willingness to learn through design thinking and execution

• Possess initiative, curiosity, sense of humor, and a “make it work” ethos

Additional Information

ServiceNow is an Equal Employment 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.

All new employees hired in the United States are required to be fully vaccinated against COVID-19, subject to such exceptions as required by law. If hired, you will be required to submit proof of full vaccination or have an approved accommodation, by your start date. Visit our Candidate FAQ page to learn more.

If you require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at [email protected] for assistance.

For positions requiring access to technical data subject to export control regulations, including Export Administration Regulations (EAR), ServiceNow may have to obtain export licensing approval from the U.S. Government for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by the U.S. Government.

Please Note: Fraudulent job postings/job scams are increasingly common. Click here to learn what to watch out for and how to protect yourself. All genuine ServiceNow job postings can be found through the ServiceNow Careers site.

Work personas

Work personas are categories that are assigned to employees depending on the nature of their work. Employees will fall into one of three categories: Remote, Flexible or Required in Office. 

Required in Office

A required in office work persona is defined as an employee who is contracted to work from or aligned to a ServiceNow-affiliated office. This persona is required to work from their assigned workplace location 100% of the work week based on the business needs of their role.

Flexible 

A flexible work persona is defined as an employee who is contracted to work from or aligned to a ServiceNow-affiliated office and will work from their assigned workplace location roughly 3 days/week or less (generally around 40-60% of the work week). Flexible employees may choose to work the remaining working time from their workplace location or home. Flexible employees are required to work within their state, province, region, or country of employment.

Remote

A remote work persona is defined as an employee who performs their responsibilities exclusively outside of a ServiceNow workplace and is not contracted or aligned to a ServiceNow-affiliated office, including those whose place of work (pursuant to their terms and conditions of employment) is their home. Remote employees are required to work within their state, province, region, or country of employment.