Company DescriptionIt 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 DescriptionThe Partner Manager, is an individual contributor role responsible for the health, performance, and go-to-market execution, strategy and execution at WIPRO. Working directly with the Global WIPRO Partner Leader, this role translates joint global strategy into practice strategy and execution —engaging partners in co-sell motions, pipeline development, and customer delivery.The Partner Manager operates cross-functionally alongside the Product Group, Field Sales, Enablement, Marketing, and Technical Partner Advisors (PTAGs) to ensure Wipro are activated at the right time for the right opportunities and across the Wipro teams. This role focuses on partner growth, sales effectiveness, and scalable execution across ServiceNow's routes to market.Partner Engagement & Pipeline ExecutionOwn end-to-end partner lifecycle management for WIPRO, including joint business planning, GTM execution, and performance trackingOwn NNACV targets across sourced and influenced motions (sell-to, sell-with, sell-through).Drive strategic pursuits, new logo acquisition, and pipeline expansion through close ServiceNow-Wipro collaboration.Drive partner pipeline development and deal progression in close collaboration with field salesEngage the right WIPRO teams in active customer opportunities, including proposal situations requiring partner collaborationGenerate new business in existing accounts, new markets, and net new logos through partner-led and co-sell motionsCross-Functional CollaborationOperate as a defined participant in cross-functional RACI models covering customer lifecycle and implementation motionsAlign with internal stakeholders on roles, responsibilities, and execution across delivery and implementation activitiesPartner to align sales plays to routes to market and guide partners on how to position and sell ServiceNowCoordinate with Marketing to develop joint demand generation campaigns that drive co-sell pipelinePartner Readiness & GovernanceConduct quarterly and bi-annual business reviews, governance forums, and milestone tracking with WIPROCoach and enable WIPRO teams —remotely and in person—building senior-level relationships and managing partner riskAdvise WIPRO on market, geographic, and route-to-market expansion, including new buying centers and customer segmentsTrack performance metrics and readiness indicators; escalate risks proactively to minimize business impactAct as the primary partnership advocate across sales, product, customer success, marketing, and leadership teams to ensure consistent execution and impact globally.Success MeasuresWIPRO pipeline growth and revenue contribution (sourced and sell-through NNACV)Expansion into new markets, buying centers, and net new logosPartner engagement quality: early activation in customer opportunities and proposal motionsBuild trusted relationships with senior executives, align priorities across complex organisations, and mobilise stakeholders around shared business outcomes.Embed AI across GTM, solution development, and operational governance. Champion AI-driven, scalable ways of working and accelerate adoption of AI-native business models.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 industry10-15+ years in partner management, alliances, or ecosystem roles within enterprise software and/or consulting/implementation servicesExperience leveraging AI tools into work processes, decision-making, or problem-solving—including AI-powered tools and workflow automationFamiliarity with partner lifecycle management, partner experience and productivity drivers, and partner performance measurementExperience supporting partner-involved deal and proposal motions, including identifying and aligning partners to pursue opportunitiesExperience working with Wipro and/or developing strong relationships at all levelsStrong communication skills with the ability to align stakeholders on roles, expectations, and execution plansProven ability to collaborate and influence across multiple internal teams in complex, matrixed operating modelsStrong understanding of partner-led and co-sell sales motions, including all routes to marketWork PersonasWe 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. 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.
4 days ago