Senior Partner Operations Manager

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.

What you get to do in this role:

We are seeking a highly motivated Senior Partner Operations Manager to support our Technology Partnerships sales organization.

This is an individual contributor role operationally supporting a team of partner managers to achieve their business objectives and quota.

In this role, you will be the strategic operations business partner for our ISV sales VP and partner manager teams. You will:

• Own all aspects of pipeline and forecast management
• Manage quota assignments, attainment and partner manager productivity
• Own all annual planning activities: territory design, coverage models, compensation plan design.
• Design and track MBOs, SPIFFs, and other compensation related items.
• Own all analytics, reporting and insights for the ISV business: KPI setting and tracking, Quarterly Business Reviews (QBRs), partner performance metrics and tracking and other regular and ad-hoc leadership insight needs.
• Own and drive Power BI dashboard requirements for improved pipeline monitoring and business insights
• Drive GTM operational readiness by leading and/or participating in projects that improve productivity, efficiency, accuracy, and scale to meet business needs and pain-points
• Drive and communicate policies and processes to ensure accurate and frictionless close of business; month and quarter-end responsibilities
• Monitor and resolve opportunity data hygiene to ensure forecast accuracy and completeness.
• Own creation, communication and governance of operational and compensation policies and processes.
• Manage and resolve deal and compensation exceptions and escalations.
• Support new rep onboarding – comp plan and quota assignments, system accesses, dashboard and tool enablement.
• Partner with Sales, Sales Operations, Finance, Commissions, NPI , Legal and other cross-functional teams as needed on deal support.

To be successful in this role you have:

• 8+ years of experience in a software sales organization, supporting sales reps / partner managers, territories and compensation.
• Strong experience managing sales pipeline and forecasts
• Excellent data analysis and reporting skills via Excel and Power BI.
• Proficiency with sales systems: CRM, Anaplan, Varicent.
• Strong understanding of the ISV sales motion is a plus.
• Outstanding communication and interpersonal skills, with a proven ability to work collaboratively and cross-functionally.
• Proven ability to problem-solve and drive conflict resolution
• Experience navigating evolving landscapes and shifting business priorities.
• Detail orientation coupled with a solutions-focused approach under tight deadlines.

For positions in this location, we offer a base pay of $131,300 - $229,800, 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.

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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