Partner business development

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.

Role Overview

The Partner Business Development - AI (Americas) is an individual contributor role responsible for identifying, recruiting, and developing partners across the Americas who can adapt their practices to incorporate ServiceNow's AI platform into their business strategies and reference architectures.

This role is critical to ensuring that ServiceNow's top regional partners align their solutions with our AI strategy, driving fast execution, joint pipeline creation, and customer design wins that showcase the transformational value of ServiceNow's platform.

What You Get to Do in this Role

• Partner Identification & Recruitment: Proactively identify and onboard innovative partners across the Americas who can adopt ServiceNow AI into their reference architectures.

• Practice Penetration: Influence partner practices to incorporate ServiceNow AI for business transformation and build differentiated offerings.

• Joint Pipeline Development: Collaborate with partners to generate sourced pipeline opportunities with clear quarterly impact.

• Customer Design Wins: Drive joint execution with partners and sales teams to secure design wins and customer adoption that validate the partner's AI investment.

• Partner Enablement: Provide guidance, training, and support to ensure partners are equipped to integrate AI into their business models and GTM plays.

• Thought Leadership: Represent ServiceNow with partners and in-market as a champion for AI-driven enterprise transformation.

• Insights to Action: Share market and partner insights back into ServiceNow to inform strategy, partner enablement, and product positioning.

• 7+ years' experience in partner business development, ISV/channel sales, or enterprise software sales in the Americas.

• Strong understanding of the AI ecosystem and platform adoption, with proven ability to influence partners' business models and reference architectures.

• Demonstrated success in building joint pipeline with partners and supporting closure of deals.

• Excellent collaboration skills, with proven ability to align partners and field sellers to execute joint GTM.

• Strong communication, organizational, and executive engagement skills.

• Results-driven, with a track record of delivering quarterly outcomes in sourced pipeline and revenue.

• Fluency in English required; Spanish or Portuguese is a strong plus.

Success Measures

• Number of partners in the Americas who adapt their business strategies and reference architectures to incorporate ServiceNow's AI platform.

• Growth in partner-sourced AI pipeline and successful closure of deals.

• Documented customer design wins achieved with partners that validate the value of ServiceNow's AI solutions.

• Measurable expansion of AI adoption within partner practices and go-to-market activities.

• Recognition of ServiceNow and its partners in the Americas as leaders in AI-enabled digital transformation.

For positions in this location, we offer a base pay of $103,080 - $170,100, 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.

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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