EMEA North Senior Partner Manager, Indian GSI's

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
ServiceNow is seeking a Senior Partner Manager for its Indian GSI Cluster to lead strategic relationships with four of the world's most influential global system integrators: HCL Tech, Tata Consultancy Services (TCS), Wipro, and Cognizant. Each of these partners holds Elite Partner status with ServiceNow and collectively represents significant sourced, influenced, and co-delivered revenue across EMEA.
This is a high-impact, high-visibility role sitting within the Global Partners & Channels (GPC) organisation. You will own the end-to-end commercial and strategic relationship for your assigned Indian GSIs across EMEA, working in close alignment with global GPM leaders, field sales, alliances, and partner success teams. You will be the primary orchestrator for joint business planning, GTM execution, pipeline development, AI practice enablement, and executive engagement across your partner portfolio.
What You Get to Do in This Role
Strategic Partnership Leadership

• Own and advance the 360° partner relationship across all four Indian GSIs - encompassing sell-to, sell-with, and sell-through motions within EMEA North .
• Develop and execute multi-year Joint Business Plans (JBPs) with each partner, including shared revenue targets, solution area focus, and governance cadences.
• Serve as the primary executive relationship owner, driving C-suite and VP-level interlocks between ServiceNow leadership and Indian GSI senior stakeholders.
• Manage potential conflicts and competing priorities across partner accounts with diplomacy and commercial acumen, escalating where appropriate.

Revenue & Pipeline Development

• Drive sourced and influenced pipeline across the EMEA territory through active joint pursuit of new logos and expansion opportunities with HCL Tech, TCS, Wipro, and Cognizant.
• Achieve quarterly and annual bookings targets (NNACV) aligned to partner-sourced, co-sell, and resell motions.
• Conduct territory and account planning sessions with field sales teams to identify and prioritize top pursuits where Indian GSI delivery capability adds competitive advantage.
• Manage pipeline rigour via NowSell/CRM: maintain accurate forecasting, deal stage hygiene, and regular commit/upside reporting to GPC leadership.
• Lead deal-level engagement on 'must win' opportunities, coordinating internal resources, solution consultants, and executive sponsors as required.

Go-To-Market Execution

• Define and execute joint GTM motions aligned to ServiceNow's platform story - with specific focus on AI & Automation, CRM, ITSM/ITOM, and industry-specific workflows.
• Collaborate with Indian GSI practice leads to build differentiated joint solutions and accelerators that can be taken to market in EMEA accounts.
• Align regional GTM activity with global GPM strategies for each Indian GSI, acting as the EMEA regional voice in global partner governance forums.
• Drive co-marketing activities including partner-led demand generation campaigns, joint events, and thought leadership content relevant to EMEA markets.
• Support and enable ServiceNow field AEs on differentiating each Indian GSI partner's capabilities to drive more informed customer conversations.

Partner Enablement & Practice Development

• Accelerate ServiceNow practice growth within each Indian GSI, particularly across AI & Automation, Now Assist, and agentic workflow capabilities.
• Drive partner certification, accreditation, and technical capability investments - coordinating with Partner Success and Learning teams.
• Identify gaps in partner delivery capability and work with internal teams to build targeted enablement plans that expand each partner's addressable ServiceNow scope.
• Support HCL, TCS, Wipro, and Cognizant in developing repeatable ServiceNow-powered service offerings (MSSPs, managed workflows, vertical IP) for EMEA customers.

Governance, Reporting & Stakeholder Management

• Chair and facilitate quarterly business reviews (QBRs) with each Indian GSI, presenting performance against joint targets, pipeline health, and next-period priorities.
• Maintain structured governance rhythms: monthly operational syncs, pipeline reviews, and executive interlocks for each partner.
• Report regularly to EMEA GPC leadership on partner performance, strategic developments, and risk/opportunity flags across the Indian GSI cluster.
• Act as internal champion and voice-of-partner for HCL Tech, TCS, Wipro, and Cognizant - advocating for their needs across ServiceNow product, marketing, and sales organisations.

Qualifications
To be successful in this role you have:

• 10+ years of experience in partner management, alliances, channel sales, or business development within enterprise software, SaaS, or cloud environments.
• Demonstrated experience managing strategic relationships with one or more Indian GSIs (HCL Tech, TCS, Wipro, Cognizant) in a vendor-side alliance or partner management capacity.
• Proven track record of building and executing joint business plans that deliver measurable sourced and influenced revenue.
• Strong understanding of GSI operating models, delivery hierarchies, and how practice-level decisions translate to revenue outcomes.
• Experience working across sell-to, sell-with, and sell-through motions within a complex, matrixed partner ecosystem.
• Excellent executive presence and ability to engage credibly with CXO, VP, and practice leadership stakeholders at partner organisations.
• Fluency in English; strong written and verbal communication skills.
• ServiceNow platform knowledge - working familiarity with ITSM, ITOM, CSM, HR, App Engine, or Now Assist AI capabilities.
• Prior experience in a SaaS company's alliances or channel organisation, managing multi-million dollar partner-sourced revenue targets.
• Familiarity with EMEA commercial dynamics and how Indian GSIs structure their EMEA delivery and sales teams.
• Experience with AI-led GTM narratives and the ability to position platform AI (Now Assist, agentic workflows) within partner conversations.
• Bachelor's degree required; MBA or equivalent postgraduate qualification is a strong plus.

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 and their assigned work location. Learn more here . To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.
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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