Partner Acceleration Strategy and Operations Leader



Santa Clara, CA, USA
Posted on Thursday, May 30, 2024

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 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be one of FORTUNE 100 Best Companies to Work For® and World's Most Admired Companies™.

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

Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.

Job Description

As a Partner Acceleration Strategy and Operations Leader, you will help support our transformational vision for Sales and Partner Activation.

Sales Activation

Create Awareness, engagement and trust with internal sales teams for Partner Offerings to drive Pipeline and ACV.


  • Educate & reinforce Partner Offerings message and value: Recap results to engage and create trust
  • Implement NEW ways to Engage Sales teams & create Trust with Partners:
    - Quarterly strategic partner & account team Workshops
    - Quarterly presence on sales leadership calls: sharing partner pipeline data, success stories, and expected calls to action for AEs
    - Work with Sales GTM team to ensure alignment around sales plays
  • New Asset Creation: Update offering deal wins rolodex, deal win videos, podcasts or video series – Segmented in easy to find way (Industry, Sales Play, BU, etc.)
  • Identify offering “Big Bets” & top success stories per region WW and drive awareness, interest, and net new licenses
  • Meeting Cadence: Bi-Weekly tiger team meetings with cross functional stakeholders to align on execution strategies with the field & leverage top resources.
  • Meeting cadence: Monthly 1:1 with top stakeholders: GPLs, SRAMS, Workflow Leads, Sales AVP, SC leader, and GPC enablement – ensure tight alignment
  • Map offerings to sales and hero plays
  • Ensure we are aligned globally on sales strategies above
  • Engage with Partner Marketing to drive demand generation activities and strategy

Partner Activation

Engage with G16 partners to assist and oversee strategy for internal GTM

  • Work with workflow leads to co-develop Framework to support and track how partners activate offerings internally
  • Work with GPLs and SRAMs to implement partner activation framework & create quarterly check Ins with each partner for status updates
  • Share partner win stories broadly within partners – partner facing WINS
  • Help drive co-selling best practices with partners & internal teams
  • Leverage best practices globally


In order to be successful in this role:

  • 5 or more years of related experience in sales and/or partner engagement.
  • Sales experience optimal
  • Solid background in managing processes around sales alignment and engagement with partners
  • Understanding of the ServiceNow ecosystem a benefit

a base pay of $129,500 - $226,500, 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 (subject to eligibility requirements). Compensation is based on the geographic location in which the role is located, and is subject to change based on work location.

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.

At ServiceNow, we lead with flexibility and trust in our distributed world of work. Click here to learn about our work personas: flexible, remote and required-in-office.

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.

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