Build partner practices through business plan development, account planning, and partner expectation management across industry, regional, and product focus areas

Drive end-to-end sales engagements alongside partners — from discovery through close — orchestrating internal resources (marketing, enablement, technical teams) to accelerate deal velocity and improve win rates

Develop and execute joint GTM plans; lead pipeline generation, demand generation activities (Partner Prospecting Days, CxO Roundtables, joint events), and new logo acquisition

Manage partner ecosystem governance including readiness assessments, quarterly business reviews, tiering progress, health analysis, and metrics reporting; drive global interlocks with other regions

Develop and execute capacity plans to ensure partners are positioned to sell and deliver successful customer implementations with the right competencies, certifications, and co-delivery capabilities

Direct and align partner investment with areas of greatest opportunity; ensure alignment with ServiceNow's Partner Industry Solutions strategy

Collaborate cross-functionally with Sales, Marketing, Partner Operations, and Partner Enablement to align partner activities with ServiceNow's sales objectives