Partner Development Manager, Business Development - Built On Solutions

Job description

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.   About This Role  This position sits within ServiceNow's Global Partner & Channels (GPC) organization and offers a great opportunity to accelerate growth within our partner ecosystem. You'll work closely with our strategic Service Provider partners to develop and scale co-created, AI-led Built On ServiceNow solutions—partner-led managed services powered by ServiceNow's workflow automation, data, and AI capabilities.  As Partner Development Manager, you'll be a trusted advisor and collaborative partner to our ecosystem, helping identify, build, and scale AI-powered managed services and platform-based solutions. This role offers the chance to drive meaningful, long-term growth through platform-led, AI-first innovation.    What You'll Do  Strategic Vision & Partner Collaboration  • Help shape a multi-year growth strategy for Built On ServiceNow managed services and AI-led solutions, including opportunities to re-platform partner IP onto our platform  • Spot and explore whitespace opportunities where ServiceNow can serve as an AI-powered platform foundation for partner products and services  • Work with partner leadership to align on growth strategies around Built On and AI-enabled ServiceNow capabilities  • Collaborate with partner executives and business unit leaders to explore managed services and platform roadmaps centered on automation, intelligence, and AI  • Discover, assess, and support high-impact Built On solution opportunities from initial idea through launch and growth  Built On Solution Development & Growth  • Partner with internal and external teams to develop and bring new Built On, AI-led solutions to market—from concept through launch and go-to-market execution  • Guide Built On ServiceNow solution deals through their full lifecycle—from initial discovery and business case through launch—using consultative, value-focused conversations  • Present AI-enabled Built On solutions to partner leaders, helping them understand business outcomes, platform differentiation, and ROI  • Participate in Partner Executive Briefing Centers and executive meetings, collaborating with partner teams, architects, and enablement specialists to showcase AI-driven use cases and technical capabilities  GTM Strategy & Deal Structuring  • Evaluate opportunities strategically, helping prioritize resources based on scalability and growth potential  • Work with finance, deal desk, pricing, and legal teams to develop deal structures aligned with AI innovation  • Lead collaboratively in a matrixed environment, bringing stakeholders together around shared growth goals  • Partner with build and GTM teams to ensure solutions are fully realized with adoption as a priority To 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. • A track record of success in solution business development or sales, particularly with managed services, platform-based solutions, or AI-enabled offerings  • Exposure to platform adoption, AI-enabled building, and solution monetization on enterprise platforms  • Pre-sales or solution leadership experience with GSIs or consulting firms.  • Experience working with BPO leaders on transforming proprietary software and services into cloud-based offerings  • Background in re-platforming managed services onto SaaS solutions  Nice to have:  • Experience in consultative selling within BPO or platform/product environments  • Willingness to travel as needed for partner engagement  • Knowledge of enterprise platforms, AI trends, and digital transformation  • The ability to build and maintain strong relationships at senior levels  • Strong communication, negotiation, and presentation skills  • Experience selling complex solutions to senior leaders and large enterprises  • 10+ years of experience in enterprise IT sales, including experience with complex solutions and strategic partnerships  FD21 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 eligibilit