GSI Partner Manager - Moveworks

Company Description
It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today - ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.
Job Description
We are currently seeking an exceptional and motivated GSI Partner Manager to join our Global Partnerships team at ServiceNow's Moveworks business unit. It is at a unique inflection point, combining the industry's leading agentic AI platform with ServiceNow's global enterprise reach. As a key advisor and strategic leader to our GSI partners, you will play a pivotal role in designing and executing Moveworks' global GSI strategy - from onboarding through enablement, joint GTM, and delivery excellence. Your efforts will be directed toward entrenching Moveworks and ServiceNow as the premier enterprise AI solution within the world's best-in-class consulting firms, while building a scalable and commercially disciplined partner ecosystem. This role reports to the Head of Global Partnerships for the business unit.
What you get to do in this role:

• Develop and manage alliances with GSI partners - understanding their business goals, joint value propositions, and executive priorities, while driving co-sell motions, partner marketing, and pipeline generation via events and GTM campaigns.
• Design and execute Moveworks' global GSI strategy, identifying and prioritizing the right partners and engagement models to accelerate market penetration and NNACV contribution.
• Work closely with Partner Solution Consultants to deliver compelling platform demonstrations, articulate business value, and develop joint pipeline with GSI partners.
• Manage and oversee the partner deal pipeline end-to-end, including deal registration, pipeline management, and successful closure in alignment with internal account teams.
• Work with Partner Strategy & Ops, Professional Services, and Enablement teams to ensure partners have the training, resources, and certification pathways required to sell and implement the product effectively.
• In close coordination with Professional Services and Customer Success, ensure partner-driven engagements are delivered successfully and that customers derive measurable value from solutions provided
• Collaborate with partner strategy and operations, to operationalize partner programs, including dashboards, engagement cadences, joint business plans, and co-marketing activities.
• Work closely with Sales, Solutions, Marketing, and Product teams to align GSI strategy with company objectives and field priorities.
• Partner with Legal and Finance to negotiate and execute major commercial agreements with each partner.

Qualifications
To be successful in this role you have:

• 8+ years of experience in enterprise technology partnerships, alliances/channel management, or GSI, with a proven track record of building and scaling partner ecosystems.
• Deep familiarity with the operating models, incentive structures, and decision-making dynamics of major GSIs - including Deloitte, Accenture, KPMG, EY, Infosys, Cognizant, or similar.
• Demonstrated ability to build and sustain executive-level relationships across GSI and enterprise customer organizations.
• Strong commercial instincts: able to structure joint business plans, evaluate partner economics, and hold partners accountable to pipeline and revenue targets.
• Proven ability to manage complex, multi-party GTM motions in high-growth or post-acquisition environments.
• Experience leading cross-functional initiatives across Sales, Marketing, Legal, Finance, and Product without direct authority.
• Excellent communication and executive presence - equally effective in a boardroom, a partner QBR, or a field enablement session.
• Familiarity with enterprise AI, conversational AI, or IT/HR automation platforms is a meaningful advantage.
• Self-starter with a high degree of initiative; comfortable building from first principles in environments without established playbooks.
• Resilient and adaptable; thrives through organizational change, shifting priorities, and the inherent ambiguity of a high-growth, post-acquisition environment.
• Experience in MBB or Big 4 consulting is a plus.

FD21
For positions in this location, we offer a base pay of $140,040 - $231,060, 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, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, 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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