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Additional Information

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Company Description

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.

Join us to put AI to work for people.

Jobdescription

Job Description

CEG AMS Partner Portfolio Excellence Lead

Job Description

The Role

The CEG Americas (AMS) Partner Portfolio Excellence Lead owns the operational execution of the AMS partner portfolio and co-sell motion. The role aligns strategic partners to qualified account opportunities, converts AMS demand into actionable portfolio and capacity requirements, and helps ensure Partner commitments are deployed against the highest-value customer and business needs.

Working across AMS sales, account, services, delivery, operations, GPC, and partner teams, the Senior Manager maintains a clear view of pipeline, allocation, utilization, and portfolio health. The role removes execution blockers, leads partner business reviews, and connects in-market demand with global portfolio governance so that partner investments translate into measurable pipeline, customer outcomes, and return.

The role serves as the CEG geo interlock point for partner portfolio execution, connecting CEG demand, delivery fit, and partner capacity with GPC’s partner enablement and ecosystem readiness work while maintaining clear ownership boundaries between CEG delivery excellence and GPC partner capability-building.

Responsibilities

• Own day-to-day execution of the AMS partner portfolio and co-sell motion, aligning strategic partners to qualified customer and account opportunities.

• Work with Services Sales Executives to build and maintain an integrated view of AMS partner-influenced pipeline, Partner allocations, committed capacity, utilization, delivery demand, and portfolio risks.

• Partner with AMS sales and account teams to identify partner-suitable opportunities, clarify partner value, and mobilize the right internal and partner stakeholders.

• Partner closely with GPC and geo partner sales teams to ensure partners have the enablement, capability signals, and ecosystem readiness needed to support CEG portfolio execution, while maintaining clear ownership boundaries between CEG delivery excellence and GPC partner enablement.

• Apply global commercial governance and account planning frameworks to AMS opportunities and partner relationships.

• Lead AMS partner business reviews, translating portfolio data into decisions, actions, owners, and follow-through rather than status reporting alone.

• Provide the AMS demand signal to Global Partner Portfolio Management so capacity and investment commitments are allocated where account and customer needs are strongest.

• Coordinate with Field Partner Operations to validate partner capacity, readiness, utilization, spend, forecast, onboarding status, and reporting accuracy.

• Coordinate with Partner Delivery leadership to check delivery capability, quality history, staffing readiness, and governance requirements before partner handoff, while leaving delivery readiness approval with the accountable Delivery Director.

• Remove commercial and operational blockers that slow partner co-sell execution, escalating material issues when required.

• Ensure portfolio decisions consider expected customer benefit, delivery fit, capability, and return on investment, not only available funding or capacity.

• Support joint account planning, partner opportunity reviews, pipeline inspections, and executive sponsorship for priority partner pursuits.

• Maintain clear portfolio documentation, decision logs, action tracking, and executive reporting for AMS leadership and global stakeholders.

• Identify opportunities to improve portfolio segmentation, opportunity routing, co-sell processes, analytics, and partner business review effectiveness.

Qualifications

• Demonstrated experience in partner portfolio management, co-sell execution, services sales operations, partner strategy, commercial operations, or a related role in a technology or SaaS environment.

• Experience working with account teams and partners to develop, qualify, advance, and govern partner-attached opportunities.

• Strong commercial and financial acumen, including pipeline management, investment allocation, capacity planning, forecasting, utilization, and return-on-investment analysis.

• Proven ability to synthesize portfolio data into clear recommendations, trade-offs, and executive decisions.

• Experience leading partner business reviews, account planning cadences, pipeline inspections, and cross-functional action tracking.

• Ability to coordinate across sales, delivery, operations, finance, customer success, GPC, and partner stakeholders to align portfolio execution with partner enablement and readiness activities in a matrixed environment.

• Strong understanding of the handoff between co-sell execution, contracting, capacity confirmation, delivery readiness, and post-sale governance.

• Excellent stakeholder management, communication, facilitation, and problem-solving skills.

• Demonstrated operational rigor, including maintaining accurate forecasts, portfolio records, decision logs, and follow-through on commitments.

• Knowledge of, or ability to rapidly develop proficiency in, ServiceNow’s platform, products, customer lifecycle, and partner ecosystem.

• Ability to operate across multiple AMS markets, balance competing priorities, and make progress through ambiguity.

• 6-8 years of relevant experience in partner management, sales operations, portfolio management, services strategy, or a related commercial role.

Preferred Qualifications

• Experience with partner investment, capacity commitment, co-sell, or services funding models.

• Experience working with global systems integrators or other strategic technology and services partners.

• Familiarity with enterprise SaaS, professional services, customer success, adoption, and value realization motions.

• Experience building or scaling a partner pipeline, allocation, and portfolio performance management process.

• Advanced proficiency with CRM, pipeline analytics, forecasting, dashboarding, and executive reporting tools.

• Relevant certifications or formal training in finance, sales operations, partner management, program management, or analytics.

For positions in this location, we offer a base pay of $148,900 - $260,600, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.