C&I Partner Manager - IBM Governance & Security & Autonomous Workforce

About the role

The Partner Manager, C&I Global Partner Team is responsible for the health, performance, and go-to-market execution for the Governance and Risk and Autonomous Workforce practices strategy and execution at IBM. This role involves translating joint global strategy into practice strategy and execution, engaging partners in co-sell motions, pipeline development, and customer delivery.

Responsibilities

• Own end-to-end partner lifecycle management for IBM, including joint business planning, GTM execution, and performance tracking for the Governance and Risk practice (incl. Governance, Security, Risk, Identity and Operational Technology) and Autonomous Workforce.
• Drive partner pipeline development and deal progression in close collaboration with field sales.
• Engage the right IBM partners in active customer opportunities, including proposal situations requiring partner collaboration.
• Generate new business in existing accounts, new markets, and net new logos through partner-led and co-sell motions.
• Operate as a defined participant in cross-functional RACI models covering customer lifecycle and implementation motions.
• Align with internal stakeholders on roles, responsibilities, and execution across delivery and implementation activities.
• Partner with TPAs to align sales plays to routes to market and guide partners on how to position and sell ServiceNow.
• Cook up and coordinate with Marketing to develop joint demand generation campaigns that drive co-sell pipeline.
• Conduct quarterly and bi-annual business reviews, governance forums, and milestone tracking with IBM partners.
• Coach and enable IBM teams —remotely and in person—building senior-level relationships and managing partner risk.
• Advise IBM on market, geographic, and route-to-market expansion, including new buying centers and customer segments.
• Track performance metrics and readiness indicators; escalate risks proactively to minimize business impact.

Qualifications

• 10-15+ years in partner management, alliances, or ecosystem roles within enterprise software and/or consulting/implementation services.
• A strong understanding of partner-led and co-sell sales motions, including C&I routes to market.
• Experience in Governance, Risk, Security and OT businesses and IT.
• A proven ability to collaborate and influence across multiple internal teams in complex, matrixed operating models.
• A proven track record of developing and executing GTM strategies through partner ecosystems.
• A proven ability to communicate effectively with stakeholders, aligning them on roles, expectations, and execution plans.
• Comfort operating in ambiguity with a bias toward action.
• Experience supporting partner-involved deal and proposal motions, including identifying and aligning partners to pursue opportunities.
• Familiarity with partner lifecycle management, partner experience and productivity drivers, and partner performance measurement.
• Experience leveraging AI tools into work processes, decision-making, or problem-solving—including AI-powered tools and workflow automation.

Why This Role Matters

This role serves as the operational bridge between the Global Partner Leader's vision and the customers, deals, and field teams where that strategy must come to life. By ensuring the right C&I partners are engaged, enabled, and executing effectively, the Partner Manager drives the scalable, predictable pipeline growth that powers ServiceNow's partner ecosystem.

Pay

$126,660 - $180,000, plus equity (when applicable), variable/incentive compensation and benefits.

Schedule

Flexible work options are available.