About the company
ServiceNow is the AI control tower for business reinvention. The ServiceNow AI platform brings together any AI, any data, and any workflow, helping 85% of the Fortune 500 work smarter, faster, and better.
Key Responsibilities
External Partner Relationship & Strategic Alignment
- Serve as the primary Pre-Buy contact for ServiceNow's largest GSI — trusted by partner operations leads, finance teams, and executive stakeholders as the go-to for deal structure, exceptions, and escalations
- Own the weekly operating cadence: burndown reviews, pipeline calls, and exception handling across all GEOs with full partner visibility into inventory, deal status, and quarter-end risk
- Balance partner advocacy with internal compliance — protecting partnership health while ensuring Pre-Buy motions meet revenue recognition, compensation, and policy requirements
Pre-Buy Program Management & GTM Execution
- Own end-to-end Pre-Buy execution working cross functionally as a project management removing barriers and providing escalation points: Reviewer (not owner) of inventory tracking, burndown processing, OPTY validation, add-backs, swaps, and leftover reconciliation across both active contracts
- Produce weekly reporting for executive readouts — PPC burndown by GEO and forecast stage (Commit / Expect / Upside / Pre-Pipeline), closed transactions, and remaining inventory with bridge normalization
- Proactively identify slow-burn patterns, stranded inventory, and expiration risks; surface to leadership with context and recommended action before they escalate
Sales Strategy & Channel Enablement
- Partner with GPLs GPS, and GPMs to identify pipeline opportunities that can be accelerated through the Pre-Buy motion — operating as a strategic sales partner, not a processor
- Own field enablement with sales and the partner: playbooks, burndown SOPs, and partner-facing reference materials that reduce recurring questions and speed deal execution
- Serve as the first escalation point for field issues — mis-bookings, policy gray areas, comp disputes — resolving or packaging for leadership with a clear recommendation
Cross-Functional Orchestration & Governance
- Coordinate across Deal Desk, Revenue Operations, Finance, Legal, and Comp to drive clean approvals and maintain a single source of truth for all Pre-Buy and LOI decisions
- Own LOI governance: interpret contract language, translate into booking and comp guidance, and prevent LOI actions from triggering unintended downsell or GRR distortion
- Prepare executive-ready materials — business cases, risk flags, approval tracking, and QBR packages — for the PreBuy Committee and senior leadership
Required Qualifications
- 5+ years in Channel Sales, Partner Operations, GTM Operations, or Sales Strategy in global enterprise SaaS
- Direct experience working with or within a large GSI or strategic channel partner — understands how GSIs structure deals, allocate budgets, and consume licenses
- Strong program management discipline: runs multi-stakeholder programs with clear milestones and exec visibility without hand-holding
- Self-starter with a track record of stepping into ambiguity, diagnosing what's broken, and building durable process independently
- Experience owning channel sales motions: deal intake, pipeline forecasting, compensation treatment, and partner-facing reporting cadences
- Comfort with enterprise SaaS
Conditions
- Full-time
- Employee Type: Regular
- Region: AMS - North America and Canada
- Work Persona: Flexible or Remote