Senior Manager (Presales) Partner Technology Architecture

ServiceNow is seeking a Senior Manager, Partner Technology Architecture to lead a team of
Partner Technology Architects serving our Global and strategic partners. As a first-line people
leader, you will build and develop a high-performing team that drives holistic partner growth
through pre-sales technical excellence, solution strategy, business development, and AI-first
technology adoption. You will remain hands-on: coaching your team, staying close to critical
partner engagements, and owning the outcomes your team delivers. You will translate platform
capabilities, AI innovation, and industry context into repeatable, outcome-driven offerings that
partners can build, scale, and monetize. This role requires travel for partner, customer, and
organizational activities of up to 30%.
While this role leads strategic business development and co-innovation, pre-sales technical
excellence remains the primary operational foundation for the team, including technical
discovery, solution demonstrations, proof-of-concept leadership, and architectural validation that
accelerates partner-led customer engagements.

What You’ll Do
As a Senior Manager, you will lead a team of Partner Technology Architects, set their priorities
against partner and Global Partners & Alliances goals, and remain accountable for the partner
outcomes your team delivers.
People Leadership & Team Development
• Lead, coach, and develop a team of Partner Technology Architects, setting clear goals
and growing each member according to business needs and individual professional
goals.
• Evaluate team members regularly through direct observation, peer feedback, and sales
feedback.
• Build and maintain a recruiting pipeline and hire to meet future business demands.
• Manage day-to-day team operations, including resource scheduling, activity reporting,
and expense review and approval.
• Assign resources to partner engagements, joint solution development, and demand
generation to ensure effective use of skills across the assigned region

Partner Strategy & Business Development
• Ensure your team serves as the primary strategic interface for assigned partners,
building trusted relationships with partner executives and practice leaders.
• Lead joint business planning to align partner investments, industry focus, and go-tomarket
priorities across all routes to market.
• Advise partners on practice growth, specialization strategy, and readiness for AI-enabled
offerings.
• Develop forward-looking strategies with a clear investment and go-to-market plan
covering headcount, training, and tools.
• Influence partner-sourced and partner-influenced pipeline through offer-led strategy and
solution differentiation.
• Drive cross-industry development and go-to-market strategies for innovative solutions
with partners.
• Connect solution strategy to measurable business outcomes, including efficiency,
growth, ROI, and time-to-value.
• Coordinate across Sales, Services, Support, Marketing, and internal specialist teams to
deliver a unified partner experience, not fragmented touchpoints.

Pre-Sales Excellence & Solution Strategy
• Ensure your team delivers technical discovery sessions, executive briefings, and
solution demonstrations that accelerate partner-led deal velocity, and participate directly
where needed.
• Drive solution strategy that aligns partner offerings to high-value industry workflows and
customer outcomes.
• Oversee partner-led proofs of concept and co-demonstrations that prove business value,
technical feasibility, and competitive differentiation.
• Provide technical escalation support for critical partner-led opportunities at key deal
milestones.
• Maintain workflow fluency across enterprise domains, including CRM, IT, Security, and
Business Services.
• Champion AI-first solution design, including intelligent workflows, automation, and agentbased
use cases.
• Promote responsible, enterprise-ready AI adoption aligned to governance and trust
standards.