Partner Program Manager - Build Program

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
Partner Program Manager - Build Program
We are seeking a Partner Program Manager - Build Program to join the Partner Programs Team within our Global Partnerships and Channels (GPC) Organization. This critical role will be responsible for designing, launching, and managing a reimagined Build Partner Program, enabling Independent Software Vendors (ISVs) to build, monetize, and scale solutions on the ServiceNow platform. The role is pivotal in driving partner-led growth and accelerating joint revenue via the ServiceNow Store.
Role Overview
As a Partner Program Manager - Build Program, you will be responsible for defining and executing the strategy, framework, and governance of the Build Partner Program. You will work cross-functionally with Sales, Partner Management, Product, Marketing, Enablement, Legal, and PRM/Operations to optimize partner engagement and accelerate ServiceNow's ISV ecosystem.
Your focus will be to create an industry-leading ISV program, driving partner recruitment, enablement, and joint go-to-market success, while ensuring program alignment with ServiceNow's corporate growth strategy.
Key Responsibilities
Program Strategy & Development

• Design and execute a Build Partner go-to-market (GTM) strategy that supports partner-led innovation and revenue growth via the ServiceNow Store.

• Define and continuously evolve program structure, tiers, benefits, incentives, and partner engagement models, ensuring alignment with ServiceNow's corporate strategy.

• Develop and maintain partner program documentation, including program guides, eligibility criteria, economic models, and governance frameworks.

• Establish key performance indicators (KPIs) to measure program success and ensure return on investment (ROI).

Cross-Functional Collaboration & Execution

• Partner with internal teams (Product, Sales, Marketing, Partner Enablement, Legal, and PRM/Operations) to ensure seamless execution of the Build Program.

• Align with partner management teams to drive program adoption and increase engagement from existing and new ISV partners.

• Serve as a program subject matter expert (SME), supporting internal teams and partner-facing engagements.

• Provide training and enablement for internal stakeholders to drive program understanding, adoption, and execution.

Partner Engagement & Enablement

• Define and optimize partner onboarding, training, and certification requirements to accelerate ISV success.

• Support partners go-to-market efforts, collaborating with Marketing and Sales to drive demand generation and marketplace adoption.

• Develop and implement governance processes to ensure program compliance, partner satisfaction, and ongoing improvements.

• Manage and escalate partner inquiries, ensuring program processes remain frictionless and scalable.

Analytics & Continuous Improvement

• Drive data analysis and reporting, tracking key program metrics to assess success and inform decision-making.

• Identify opportunities for program enhancements, leveraging partner feedback and industry best practices.

• Continuously refine program mechanics, benefits, and incentives to maximize partner participation and revenue growth.

• Support any ad-hoc policy updates, ensuring cross-functional input and alignment with business objectives.

Qualifications
Qualifications & Experience

• 8+ years of experience in ISV partner management, channel strategy, partner programs, or business operations in a SaaS environment.

• Bachelor's degree in business administration, Marketing, Engineering, or related field.

• Experience managing ISV partnerships or working in marketplace-driven business models.

• Understanding of SaaS go-to-market strategies, software development cycles, and revenue models.

• Prior experience in partner operations, enablement, or product ecosystem management.

• Experience working in a global organization, collaborating across multiple regions and time zones.

• Proven track record in developing, launching, and scaling partner programs for ISVs and solution providers.

• Strong experience in partner enablement, program management, and governance models.

• Excellent project management, organizational, and stakeholder management skills.

• Ability to analyze data and KPIs to drive program improvements and strategic decisions.

• Strong communication, presentation, and influencing skills, with experience engaging senior leadership.

• Win-as-a-team mindset, with the ability to collaborate effectively across cross-functional teams.

• Ability to thrive in a fast-paced environment, managing multiple projects simultaneously.

Why Join Us?
At ServiceNow, you'll be part of a dynamic, fast-growing team driving the success of our Build Partner Ecosystem. We offer competitive compensation, a collaborative work environment, and the opportunity to shape the future of our ISV partner strategy on a global scale.
If you are a strategic thinker, a skilled program manager, and passionate about enabling ISV partners, we want to hear from you!
For positions in this location, we offer a competitive base pay 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. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.
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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