CRM Partner Business Development

Overview

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 — Service Now 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.

This is a high-visibility, strategic role at the intersection of business development, partnership innovation, and market transformation. As a CRM Partner Business Development leader, you will architect and execute strategic partnerships that fundamentally reshape how Service Now and its global partners bring AI-powered CRM transformation to market.

You will structure and build transformative partner relationships from the ground up—crafting joint value propositions that position Service Now at the forefront of AI's disruption of the CRM market. This role demands excellence across the full spectrum of go-to-market functions: driving sales strategy, orchestrating marketing campaigns, building enablement programs, establishing partner governance frameworks, and influencing product innovation—all focused on delivering measurable business impact.

Operating in a fast-paced, dynamic environment where change is constant
, you ll tackle new strategic challenges daily—from negotiating partnership agreements to activating multi-million dollar pipelines across diverse geographies. Success requires balancing strategic vision with tactical execution, navigating ambiguity, and driving results in an ecosystem that evolves continuously.

The ideal candidate thrives in complexity, brings deep partner ecosystem experience, and has a proven track record of building partnerships that create new markets and accelerate growth at global scale.

Key Responsibilities

• Structure and negotiate strategic partnerships with ISVs and global systems integrators, building business cases that demonstrate how AI is fundamentally transforming CRM and customer service delivery

• Develop differentiated joint value propositions that position Service Now's AI-powered CRM as the platform reshaping customer engagement

• Drive partner investment decisions and resource commitments through compelling articulation of market opportunity, competitive differentiation, and ROI

• Lead comprehensive go-to-market execution across all revenue-generating functions—sales strategy, marketing campaigns, field enablement, partner operations, and co-innovation initiatives

• Design and implement sales enablement programs that equip partner and Service Now teams to articulate the AI-driven CRM transformation story and accelerate deal velocity

• Establish partner governance models, success metrics, and business reviews that ensure accountability and drive continuous performance improvement

• Build multi-million dollar joint pipelines through strategic account mapping, opportunity identification, and coordinated sales execution with CRM sellers and specialists and partner sales teams globally

• Drive early customer wins that validate the business case for AI-powered CRM transformation, then systematically replicate and scale success across regions and industries

• Create co-selling frameworks and engagement models that maximize partner contribution to Service Now's CRM growth objectives

• 10+ years in strategic partner business development or sales, channel/alliance leadership, or enterprise software partnerships at global scale

• Demonstrated success structuring complex strategic partnerships that created new markets, accelerated growth, and delivered measurable business impact

• Proven ability to drive go-to-market excellence across sales, marketing, enablement, operations, and product—with track record of pipeline creation and…