Strategic Technology Partner Manager

Overview

Service Now is seeking a strategic and execution-oriented Strategic Technology Partner Manager to drive growth and market impact through a hybrid role combining deep strategic partnership management with regional go-to-market execution. This position is critical to unlocking the full potential of Service Now's strategic technology partnerships across EMEA, with a dual mandate: managing one primary strategic technology partner across the full EMEA region while executing go-to-market activities for multiple global strategic partnerships within the UK and Ireland region.

You will be responsible for driving pipeline generation, building partner capability, executing joint campaigns, and ensuring measurable business outcomes across your portfolio. This role requires both strategic relationship management at scale and hands-on execution of regional GTM initiatives.

• Strategic Partner Management (50% - EMEA-wide):
  Own the end-to-end relationship and business outcomes for one primary strategic technology partner across all EMEA regions, driving sales opportunities and pipeline creation at scale.
• Develop and execute comprehensive joint go-to-market strategies with the strategic partner, including product positioning, solution development, and market expansion initiatives.
• Drive partner-sourced pipeline through identification of opportunities, collaboration with regional sales teams, and orchestration of partner-led deals across EMEA.
• Build deep technical and business alignment with partner leadership, ensuring mutual investment in joint value creation and ecosystem development.
• Track performance metrics, pipeline progression, and business outcomes, providing regular reporting to internal stakeholders and partner leadership.
• Regional GTM Execution (50% - UK and Ireland):
  Serve as regional GTM execution owner for multiple (approximately
  4) global strategic technology partnerships within the UK and Ireland market.
• Collaborate with Strategic Partnership Managers to assess, adapt, and localize joint GTM plays, sales assets, and campaign strategies for UK market relevance and impact.
• Build and maintain strong operational relationships with local partner sales teams, field marketing, and regional Service Now account executives.
• Access and leverage global business development resources to identify and pursue in-region partnership opportunities, ensuring alignment between partner capabilities and customer needs.
• Take ownership of GTM campaign success and joint sales outcomes, tracking metrics such as campaign engagement, pipeline contribution, and partnership-influenced revenue.
• Act as the expert partner consultant for the UK region, ensuring local execution aligns with global strategic objectives while delivering measurable regional impact.
• Cross-Functional Collaboration:
  
  Partner closely with Sales, Marketing, Product, and Partner Operations teams to drive cohesive execution across both strategic partner management and regional GTM activities.
• Coordinate with EMEA regional Business Development Managers to ensure consistent partnership approach and share best practices across geographies.
• Surface insights, blockers, and opportunities to senior leadership, contributing to the evolution of partnership strategy and execution models.
• Measures of Success:
  Growth in partner-sourced and partner-influenced pipeline from primary strategic partner across EMEA region.
• Successful execution and measurable impact of GTM campaigns and initiatives across UK regional strategic partnerships.
• Increase in partner capability, engagement depth, and solution maturity with managed partners.
• Documented customer success stories and reference accounts resulting from partnership activities.

• Proven experience in strategic technology partnerships or alliance management, with demonstrated success in both relationship management and GTM execution.
• Track record of driving measurable pipeline and revenue through partner ecosystems in enterprise software or SaaS environments.
• Strong understanding of technology partnerships, integration ecosystems, and platform business models.
• Excellent project management and execution skills, with ability to manage multiple concurrent initiatives across different partnership models.
• Strategic thinking combined with hands-on execution capability and comfort operating in a fast-paced, matrixed environment.
• Outstanding communication, relationship-building, and stakeholder management abilities across both internal and external audiences.
• Experience working cross-functionally with sales, marketing, product, and partner teams to drive joint business outcomes.
• Willingness to travel periodically for partner meetings, planning sessions, joint events, and regional engagement across EMEA.
• Experience in leveraging or critically thinking about how to integrate AI and automation into partnership strategies, workflows, and go-to-market motions.

It all started in sunny San Diego, California in 2004 when a visionary…