Partner Manager

Job Description

The Partner Manager, is an individual contributor role responsible for the health, performance, and go-to-market execution, strategy and execution at WIPRO. Working directly with the Global WIPRO Partner Leader, this role translates joint global strategy into practice strategy and execution —engaging partners in co-sell motions, pipeline development, and customer delivery.  

The Partner Manager operates cross-functionally alongside the Product Group, Field Sales, Enablement, Marketing, and Technical Partner Advisors (PTAGs) to ensure Wipro are activated at the right time for the right opportunities and across the Wipro teams. This role focuses on partner growth, sales effectiveness, and scalable execution across ServiceNow's routes to market.  

Partner Engagement & Pipeline Execution  

• Own end-to-end partner lifecycle management for WIPRO, including joint business planning, GTM execution, and performance tracking  

• Own NNACV targets across sourced and influenced motions (sell-to, sell-with, sell-through).  

• Drive strategic pursuits, new logo acquisition, and pipeline expansion through close ServiceNow-Wipro collaboration. 

• Drive partner pipeline development and deal progression in close collaboration with field sales  

• Engage the right WIPRO teams 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  

Cross-Functional Collaboration  

• 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 to align sales plays to routes to market and guide partners on how to position and sell ServiceNow  

• Coordinate with Marketing to develop joint demand generation campaigns that drive co-sell pipeline  

Partner Readiness & Governance  

• Conduct quarterly and bi-annual business reviews, governance forums, and milestone tracking with WIPRO  

• Coach and enable WIPRO teams —remotely and in person—building senior-level relationships and managing partner risk  

• Advise WIPRO 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  

• Act as the primary partnership advocate across sales, product, customer success, marketing, and leadership teams to ensure consistent execution and impact globally. 

Success Measures  

• WIPRO pipeline growth and revenue contribution (sourced and sell-through NNACV)  

• Expansion into new markets, buying centers, and net new logos  

• Partner engagement quality: early activation in customer opportunities and proposal motions  

• Build trusted relationships with senior executives, align priorities across complex organisations, and mobilise stakeholders around shared business outcomes. 

• Embed AI across GTM, solution development, and operational governance. Champion AI-driven, scalable ways of working and accelerate adoption of AI-native business models. 

Qualifications

To be successful in this role you have:

• 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
• 10-15+ years in partner management, alliances, or ecosystem roles within enterprise software and/or consulting/implementation services  
• Experience leveraging AI tools into work processes, decision-making, or problem-solving—including AI-powered tools and workflow automation  
• Familiarity with partner lifecycle management, partner experience and productivity drivers, and partner performance measurement  
• Experience supporting partner-involved deal and proposal motions, including identifying and aligning partners to pursue opportunities  
• Experience working with Wipro and/or developing strong relationships at all levels 
• Strong communication skills with the ability to align stakeholders on roles, expectations, and execution plans  
• Proven ability to collaborate and influence across multiple internal teams in complex, matrixed operating models  
• Strong understanding of partner-led and co-sell sales motions, including all routes to market  

Additional Information

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, religion, sex, sexual orientation, national origin, age, disability, gender identity,  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. 

From Fortune. ©2026 Fortune Media IP Limited. All rights reserved. Used under license.