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
ServiceNow is looking for a Senior Manager, Partner Led Channel & Growth Operations to wear three critical hats across AMS GPC: incubating Partner Led Channel as a new business model in AMS, supporting Canada operations as a business partner, and enabling Major Area Strategists to drive pipeline growth and partner presence in AMS Major Areas. This is a high-impact, multi-dimensional role that sits at the intersection of new business model enablement, operational excellence, and strategic growth support. You'll work with Global Operations, a new PLC leader, regional operations, and strategists to make this portfolio execute.
What You'll Own
Partner Led Channel Incubation & Enablement (40%)
- Global Ops alignment: Partner with Global Operations to understand PLC operating model, business requirements, and operational structure. Translate Global model to AMS context.
- Systems & process definition: Understand how PLC operates within our backend systems, define data flows, deal routing, partner hierarchy, and operational workflows that enable the model.
- New leader enablement: Work with new PLC leader to understand their business priorities, operational needs, and scaling plans. Help them navigate AMS operational infrastructure and best practices.
- Operational roadmap: Support the PLC launch/ramp plan for AMS—what systems get configured when, what processes need to be in place, staffing/capacity planning. Work with leader to execute roadmap and enable team.
- Cross-org coordination: Coordinate with Data & Systems team, Finance, IT, and other stakeholders to ensure PLC can operate smoothly within AMS infrastructure.
Canada Sales Operations & Execution (30%)
- Forecasting discipline: Manage weekly/monthly forecast submission, validation, and accuracy. Own forecast quality and integrity.
- Deal review coaching: Support deal reviews with Canada leader and team. Diagnose deal health, identify risks, surface pull-in candidates.
- Pipeline intelligence: Track pipeline composition, stage velocity, sourced vs. sell-through. Surface early-warning signals on stalled deals.
- Performance management: Coordinate quarterly/annual performance management—MBO setting, attainment tracking, individual conversations.
- Operational discipline: Ensure agreed-upon sales processes are followed. Escalate issues to Partner Operations team.
Major Area Strategist Support & Pipeline Growth (30%)
- Forecast & QBR support: Support Major Area Strategists for forecasting calls and QBRs. Gather data, surface trends, prepare executive briefs.
- Deal tracking & intelligence: Maintain visibility into strategic deals for each strategist. Surface pipeline risks, opportunities, and acceleration candidates. Provide deal-level coaching.
- Pipeline analytics: Build self-serve data views and scorecards for strategist's portfolios. Track growth metrics and NNL attainment. Surface insights to drive growth strategy.
- Counsel & advisory: Be a sounding board for strategists on deals, strategy, and operational challenges. Provide market/competitive intelligence as needed.
Key Relationships
- Head of AMS GPC Business Operations (your manager)
- PLC Leader (new to AMS, building PLC business)
- Canada Leader (operational partnership)
- Major Area Strategists (2 current, expanding in 2027)
- Senior Manager, Partner Operations Infrastructure (operational standards/escalations)
- Global Partner Led Channel Operations team (PLC model alignment)
- Data & Systems team (PLC systems enablement)
- Field Business Partners (coordination)
Qualifications
What You Bring
Required Experience
- 7+ years in sales operations, sales management, or business operations roles.
- 2+ years directly supporting sales leaders or strategic teams as a business partner.
- Experience launching or scaling new business models or sales motions.
- Deep expertise in sales forecasting, deal review processes, and pipeline management.
- Strong analytical mindset. You can pull data, diagnose issues, and identify growth opportunities.
- Advanced Excel and BI tools proficiency (Tableau, Power BI, or similar).
- Excellent communication and executive presence.
- Balance of operational discipline and strategic thinking.
- Cross-functional collaboration (Finance, IT, Sales Leadership, Global Operations).
Preferred Qualifications
- Partner/channel sales operations or management experience.
- Experience with SaaS or enterprise software sales operations.
- Track record scaling new business models or sales organizations.
- Familiarity with CRM systems and sales forecasting tools.
- Experience working across multiple geographies or business units.
- Executive-level communication and strategic advisory experience.
Character Traits
- Comfortable with ambiguity. PLC is new. You can work with incomplete information and incomplete processes to figure out what works.
- Business-minded strategist. You think about growth, market dynamics, and outcomes—not just processes.
- Execution-oriented. You drive action across multiple priorities without losing focus.
- Collaborative and curious. You ask great questions, listen actively, and help leaders think through complex problems.
- Clear communicator. You translate complexity into simple language. Your analysis is actionable.
- Resilient and adaptable. You handle changing priorities and ambiguity without losing momentum.
- Trusted advisor. Leaders trust you with confidences and strategic challenges.
Why This Role Matters
Partner Led Channel is a new growth engine for AMS. Getting the operational model and systems right is critical to its success. Simultaneously, Canada and Major Area Strategists are scaling portfolios with complex growth dynamics. This role directly impacts PLC's ability to launch successfully, Canada's operational health, and strategists' ability to execute on growth. You'll be a trusted operational and strategic partner across all three.
What We Offer
- Competitive compensation and benefits for IC5 level.
- The opportunity to incubate a new business model and own its operational success in AMS.
- Exposure to strategic growth initiatives, new business model enablement, and complex portfolio management.
- High visibility and cross-functional influence—working with Global Ops, leadership, and strategists.
- Clear growth path: Strong performers move into Head of Operations, VP of Operations, or Chief of Staff roles.
- A team that values strategic thinking, operational excellence, and calculated risk-taking
JV20
For positions in this location, we offer a base pay of $139,900 - $244,800, 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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