Partner Development Manager, Business Development - Built On Solutions

Help shape a multi-year growth strategy for Built On ServiceNow managed services and AI-led solutions, including opportunities to re-platform partner IP onto our platform

Spot and explore whitespace opportunities where ServiceNow can serve as an AI-powered platform foundation for partner products and services

Work with partner leadership to align on growth strategies around Built On and AI-enabled ServiceNow capabilities

Collaborate with partner executives and business unit leaders to explore managed services and platform roadmaps centered on automation, intelligence, and AI

Discover, assess, and support high-impact Built On solution opportunities from initial idea through launch and growth

Partner with internal and external teams to develop and bring new Built On, AI-led solutions to market—from concept through launch and go-to-market execution

Guide Built On ServiceNow solution deals through their full lifecycle—from initial discovery and business case through launch—using consultative, value-focused conversations

Present AI-enabled Built On solutions to partner leaders, helping them understand business outcomes, platform differentiation, and ROI

Participate in Partner Executive Briefing Centers and executive meetings, collaborating with partner teams, architects, and enablement specialists to showcase AI-driven use cases and technical capabilities

Evaluate opportunities strategically, helping prioritize resources based on scalability and growth potential

Work with finance, deal desk, pricing, and legal teams to develop deal structures aligned with AI innovation

Lead collaboratively in a matrixed environment, bringing stakeholders together around shared growth goals

Partner with build and GTM teams to ensure solutions are fully realized with adoption as a priority

Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry.

A track record of success in solution business development or sales, particularly with managed services, platform-based solutions, or AI-enabled offerings

Exposure to platform adoption, AI-enabled building, and solution monetization on enterprise platforms

Pre-sales or solution leadership experience with GSIs or consulting firms.

Experience working with BPO leaders on transforming proprietary software and services into cloud-based offerings

Background in re-platforming managed services onto SaaS solutions

Experience in consultative selling within BPO or platform/product environments

Willingness to travel as needed for partner engagement

Knowledge of enterprise platforms, AI trends, and digital transformation

The ability to build and maintain strong relationships at senior levels

Strong communication, negotiation, and presentation skills

Experience selling complex solutions to senior leaders and large enterprises

10+ years of experience in enterprise IT sales, including experience with complex solutions and strategic partnerships

FD21

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