C&I Partner Manager – Deloitte Governance and Risk

Role Summary 

The Partner Manager, C&I Global Partner Team is an individual contributor role responsible for the health, performance, and go-to-market execution for the Governance and Risk practice strategy and execution at Deloitte. Working directly with the Global Deloitte 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 (TPAs) to ensure the right partners are activated at the right time for the right opportunities and across the Deloitte teams. This role focuses on partner growth, sales effectiveness, and scalable execution across ServiceNow's routes to market. 

What You'll Do 

Partner Engagement & Pipeline Execution 

• Own end-to-end partner lifecycle management for Deloitte, including joint business planning, GTM execution, and performance tracking for the Governance and Risk practice (incl. Governance, Security, Risk, Identity and Operational Technology) 

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

• Engage the right Deloitte partners 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 with TPAs 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 Deloitte partners 

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

• Advise Deloitte 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 

Success Measures 

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

• Expansion into new markets, buying centers, and net new logos in Governance and Risk Practice 

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

• Consistency of cross-functional execution within the collaboration model 

• Deloitte maturity, scalability, and enablement effectiveness in Governance and Risk 

• Field and stakeholder satisfaction scores