Distribution Partner Manager

Company Description
It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today - ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.
Job Description
About this Opportunity:
ServiceNow is looking for an experienced Distribution Partner Manager to build, own, and manage our relationships with assigned Public Sector, specific to State-Local government business for our Distribution model. In this role, you will establish deep business and strategic relationships with one or more distributors, critical to the growth of ServiceNow in the Public Sector. This position will interact daily with the leadership at ServiceNow, Public Sector Sales teams, distribution partner(s) and the partner ecosystem to drive business through the channel. The ideal candidate will possess both a business background and proven track record of driving strategic outcomes through a distribution and partner network . The candidate should have demonstrated ability to influence through strategic partnerships and alliances, think strategically about the product and sales/business development experience. In addition, the candidate should have a broad and deep deal expertise in Public Sector, State and Local Government contracting and reseller and distributor partnerships.
The successful candidate must be able to balance strategic-thinking with tactical execution; build effective and enduring partner relationships, drive highly cross-functional processes, possess a sound technical understanding of the partner's and ServiceNow's technology, and have a collaborative, action-oriented attitude.
What you will do in this role:
• Manage strategic partnership with distribution partner(s) for state-local business to drive sales, marketing and program strategy• Develop deal structures for prime contract pursuits ensuring seamless interaction with end reseller(s)• Serve as primary point of contact for distributor(s) and partner representative(s), coordinating with internal cross-functional teams (incl. sales operations, legal, finance etc.)• Understand and navigate public sector contracting vehicles and procedures• Work with regional leadership teams to develop a strategic sales plan• Ensure that assigned distributor(s) are successfully completing ServiceNow's Partner Program requirements and adhering to the specific State-Local Partner Program requirements• Work closely with sales teams to build relationships with partners that foster joint pursuits• Manage complex operational Distribution and Partner ecosystem • Work closely with the executive team and internal functional leaders to drive action and build world class execution capability and operational excellence• Build and maintain activity and performance reports, dashboard, and pipelines as it relates to the distributor(s) • Partner closely with the Contracts Operations Manager on all contract inquiries and questions
Qualifications
To be successful in this role you have:
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.
10+ years total work experience in SaaS (ideally ServiceNow product and technology), Distributor(s) and/or Partner/Channel Development in the Public Sector State and Local Government
• Bachelor's degree or higher• Deep knowledge and expertise of operational requirements with distribution and resellers and procurement processes in State, Local Government contracting• Knowledge of contracting, distribution pricing strategies, prime contract, and SAAS models extremely important• Effective at building relationships (internally and with partner(s)), collaborating, and influencing senior executives/partners in cross-company projects• Strong communicator, able to convey complex ideas in a clear, concise manner both verbally and in writing in both business and technical discussions• Strong presentation skills and the ability to articulate complex concepts to cross-functional audiences• Strong organizational skills and attention-to-detail with the ability to prioritize and multi-task• Self-starter who enjoys working in a fast-paced, collaborative, and high-growth environment• Strong team player who is also an independent thinker
Compensation is based on the geographic location in which the role is located and is subject to change based on work location.
For positions in this location, we offer a base pay of $104,540 - $149,000, 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.
Additional Information
Work Personas
We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work. Learn more here .
Equal Opportunity Employer
ServiceNow is an equal 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. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.
Accommodations
We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance.
Export Control Regulations
For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.
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