Company 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.
Job Description
Mission
Provide deep, senior technical strategist expertise within Risk and Security practice, engaged where deep Practice expertise is required — working alongside partner-aligned Partner Technology Architects and Partner Solution Engineers to accelerate partner activation, solution co-creation and commercial success.
Scope
One of the 4 Practices, worldwide within the GEO. Engaged across partner types (Global, Regional Managed of any Major Area including Commercial, and Development partners) where their Practice depth is required.
Engagement posture
Pooled. Pulled in on demand through the intake form. Engagements can be proactive (planned partner enablement, practice launch, joint business planning execution) or reactive (specific request, deal-time depth, gap on partner side). Predominantly Out-Quarter — but can engage on In-Quarter opportunities in specific cases
Key responsibilities
- Co-create Practice-native reference architectures, reusable patterns, and integration libraries that partners can extend and monetize, guiding them from concept to validated solution to scalable commercialization.
- Build reusable Practice co-innovation assets, including solution templates, industry accelerators, demo environments, and blueprints.
- Provide senior technical expertise within the Practice (e.g., L400), including net-new patterns and complex multi-product scenarios.
- Drive collaborative adoption of AI-enhanced Practice capabilities with partners.
- Lead Practice technical workshops with partners and engage directly with Practice buyers (CISO, CXO, etc.).
- Execute strategic proofs of concept that demonstrate Practice business value.
- Mentor partner architects and pre-sales teams on Practice solution positioning, competitive differentiation against alternative platforms, and industry patterns.
- Design and deliver Practice architecture training programs, workshops, and executive briefings, and assess partner technical capabilities to build capability maturation plans and certification pathways.
- Represent ServiceNow Practice innovation at industry events and forums, and contribute to thought leadership content.
- Collaborate with partner-aligned Partner Technology Architects on Practice-specific joint business planning.
- Maintain expert-level knowledge of the Practice competitive landscape and translate market intelligence into partner-relevant insights.
- Support SC Field on Commercial partner development requests.
Success metrics / KPIs
- Partner Practice Maturity and Self-Sufficiency: Practice progression, Pre-Sales certification attainment (Sales / Pre-Sales focus, not implementation), readiness scores, vertical specialization depth, and partner capability to independently position, demonstrate, and deploy Practice solutions.
- Pipeline Influence: Growth in Practice-specific partner-sourced and partner-influenced pipeline; deal velocity improvement.
- Co-Created Offerings: Number and quality of repeatable Practice offerings co-developed with partners.
- Thought Leadership: Conference presentations, published content, external visibility (AI Practice).
- Executive Satisfaction: Partner satisfaction on Practice advisory engagement quality and strategic value.
Key interfaces
- Partner-PTAs (Global & Regional) — working alongside on assigned partners
- Partner Solution Engineer / Partner Design Studio — for reference architectures & design standards
- Product & Engineering teams — for formal feedback loops on partner ecosystem needs
- SC Field / SC Specialist Field — for gap-driven Commercial partner development requests
- Partner Managers (Global / Regional / Development)
Qualifications
- Domain expertise in Risk (IRM) or Security with preferential treatment to those with Armis and Veza.
- Security Or Risk Implementation experience
- CSA certificate
- 5+ years of Channel/partnerships Sales
- 5+ years of pre-sales solution consulting or sales engineering experience in a security or risk environment
- 5+ ServiceNow platform or technical expertise with cloud software solutions
- Experience working collaboratively with product management, product marketing, partners, and professional services
- Territory management skills, including pipeline building and working with Sales counterpart to guide execution excellence
- Travel, as required.
Preferred & Standout Experience:
- Experience with ServiceNow platform and AI capabilities (Now Assist, AI Agents).
- Background in management consulting, strategy advisory, or partner business development.
- ServiceNow certifications (e.g., CSA, CIS, or architectural certifications).
- Experience across multiple partner routes to market (C&I, MSP, Reseller, Hyperscaler, Build).
- Familiarity with competitive platforms and ability to articulate ServiceNow differentiation.
What This Role Does Not Do
- Perform platform configuration, development, or solution delivery.
- Manage commercial contracts, pricing, or financial program management.
- Replace deep technical or implementation specialist roles (leverages domain-specialist advisors and Partner Solution Architects for depth).
- Own day-to-day partner relationship management (coordinates with Partner Management).
Travel for partner, customer, and organizational activities up to 50%.
For positions in this location, we offer a base pay of $198900-$328200 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 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, religion, sex, sexual orientation, national origin, age, disability, gender identity, 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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