Senior Manager, Partner Technology Architecture

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.

Job Description

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.

Qualifications

Required:
• 10+ years of pre-sales solution consulting, partner strategy, or enterprise technology
advisory experience, with a proven record of leading technical discovery,
demonstrations, and partner engagements.
• 6+ years of leadership experience, preferably within pre-sales, professional services,…