It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.
Join us to put AI to work for people.
Job DescriptionThis role sits within ServiceNow’s Global Partner & Channels (GPC) organization and focuses on accelerating growth through ServiceNow’s partner ecosystem.
As Partner Development Manager, GTM - Built On Solutions, you will lead GTM for co-created, differentiated, AI-led Built On ServiceNow solutions in close collaboration with our strategic Service Provider partners. These solutions are partner-led managed services powered by ServiceNow, leveraging workflow automation, data, and AI to deliver measurable business outcomes.
The Built On ServiceNow team is a strategic organization within ServiceNow's Global Partnerships and Channel organization. The Built On ServiceNow team drives new market creation by combining the ServiceNow AI platform with our global Service Provider partner's Business Process Services or product IP as-a-Service to co-create and GTM with cutting edge, differentiated solutions.
We are seeking a results-driven team member to drive the go-to-market (GTM) strategy for Built On solutions. In this role, you will drive solution adoption by spearheading ServiceNow's engagement in the planning and execution of a comprehensive GTM strategy. You will work closely with partner stakeholders as well as internal stakeholders across ServiceNow including Sales, Industry GTM, Product Management, Marketing, and others.
What you will get to do in the role:
Drive GTM execution for Built on solutions
Leverage your passion in driving sales results to develop and execute a GTM plan for each Built On ServiceNow solution
Be the point person for any GTM activities for your partners' Built on ServiceNow solutions – both externally and internally (e.g. pipeline reviews, QBRs, etc.)
Align closely with internal ServiceNow GTM teams including Industry GTM, Marketing, Global and Geo Partner Managers, Account teams, etc.
Track and report on the progress of GTM initiatives, ensuring ongoing optimization and impact
Support business development and sales proposal workstreams for the Built on ServiceNow team
Responsibilities include:
o Field engagement, alignment and execution
o Partner target account planning and joint pipeline development
o Sales strategy and play development
o Sales enablement and training
o Development of sales and marketing assets
o Launch announcements and communications
o Support of pipeline conversion and target accounts
o Partner and/or industry events presence
o Other co-marketing initiatives
QualificationsTo 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.
- 7+ years in a partner/channel sales role – ideally in a B2B SaaS or enterprise software environment
- Proven ownership and accountability for a GTM function, with a track record of driving cross-functional execution
- Track record of meeting or exceeding sales and partner sales revenue targets
- Experience working at or with Managed Service Providers and/or Global Partners
- Familiarity with sell-through partner motions
- Strong collaboration skills - ability to liaise, build relationships with, and motivate individuals at all levels both internally and externally
- Experience of working with organizations across multiple geographies / verticals
- Ability to manage multiple projects simultaneously with attention to detail and focus on execution
- Excellent communication and presentation skills
- Knowledge of the ServiceNow platform or ecosystem is beneficial
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, religion, sex, sexual orientation, national origin, age, disability, gender identity, 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.
From Fortune. ©2026 Fortune Media IP Limited. All rights reserved. Used under license.
Skills Required
- Experience integrating AI into work processes, decision-making, or problem-solving, including use of AI tools, workflow automation, or AI-driven insights
- 7+ years of experience in partner or channel sales, ideally in B2B SaaS or enterprise software
- Proven ownership and accountability for a go-to-market function with cross-functional execution
- Track record of meeting or exceeding sales and partner sales revenue targets
- Experience working at or with managed service providers or global partners
- Familiarity with sell-through partner motions
- Strong collaboration and relationship-building skills with internal and external stakeholders
- Experience working across multiple geographies or industry verticals
- Ability to manage multiple projects simultaneously with attention to detail and execution focus
- Excellent communication and presentation skills
- Knowledge of the ServiceNow platform or ecosystem
What the Team is Saying
ServiceNow Compensation & Benefits Highlights
-
Healthcare Strength — Health coverage is described as comprehensive with multiple plan choices and strong perceived coverage, alongside mental-health resources and wellbeing support. Company materials and employer-verified summaries also note inclusive care options and supportive programs.
-
Parental & Family Support — Parental leave and family-planning support are characterized as generous, with fully paid leave and resources such as fertility, caregiving, and adoption assistance. Backup care and other family-focused programs are also highlighted as part of the package.
-
Equity Value & Accessibility — Equity components like RSUs and an employee stock purchase plan are presented as meaningful, widely available parts of total rewards. Many role and benefits overviews emphasize equity’s role in boosting overall compensation alongside bonuses.
ServiceNow Insights
What We Do
As the AI platform for business transformation, we're putting AI to work across organizations — freeing people for work that matters. Making old tech work with new tech. Reaching across departments, from the front office to the back office and every office in between. Our ambition? To become the AI defining enterprise software company of the 21st century (or "AI DESCO21C," as we like to call it). With more than 8,400+ customers, we serve approximately 90% of the Fortune 500®, and we're proud to be a Fortune 100 Best Companies to Work For® and World's Most Admired Companies™. Explore your future career with us, visit www.careers.servicenow.com From Fortune. ©2026 Fortune Media IP Limited. All rights reserved. Used under license.
Why Work With Us
By joining ServiceNow, you are part of an ambitious team of change-makers who have a restless curiosity and a drive for ingenuity. We're committed to helping our people do their best work and live their best lives so we can fulfill our purpose together. At the fastest-growing enterprise software company, you can grow your career faster.
Gallery
ServiceNow Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
At ServiceNow, we lead with flexibility and trust. For some, home is the primary workplace. For those who come into a ServiceNow workplace, you are empowered to make team-guided and individual-led decisions on how and when you use the workplace.
