AI Business Development - Global Partners

Company Description

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

Job Description

Role Overview

The Partner Business Development – AI (Global Partners) role is an individual contributor position dedicated to working with ServiceNow’s most strategic global partners. This role focuses on helping these partners adapt their business strategies and reference architectures to incorporate ServiceNow’s AI platform as a core pillar for business transformation. By guiding the Global Partners to invest in and adopt AI capabilities, this role will accelerate joint business outcomes, expand market relevance, and deliver measurable results through joint pipeline and customer design wins. The Partner Business Developer will work cross-functionally across ServiceNow’s Global Partners, sales, and solution specialist teams to ensure top partners are enabled, activated, and delivering outcomes that align with ServiceNow’s AI-led growth strategy. The Global Partners include Accenture, Deloitte, KPMG, EY, IBM, DXC, Kyndryl, BCG, Kearney, Capgemini, Fujitsu, NTT, Cognizant, HCL, Infosys, Tech M, TCS, and Wipro.

What You Get to Do in this Role

· Global Partner Engagement & Penetration: Build and maintain strong relationships with ServiceNow’s Global Partners, focusing on AI practice expansion and adoption.

· Strategic Influence: Guide partners in adapting their global business strategies and reference architectures to prioritize ServiceNow AI as a driver of customer value and partner growth.

· Business Development & Pipeline Creation: Lead global business development initiatives to drive joint AI pipeline creation with measurable business outcomes. Collaborate with AI GTM, regional partner teams, and global account leaders to accelerate deal execution and early customer wins.

· Joint Go-to-Market & Global Execution: Coordinate with global and regional marketing, sales, and operations teams to deliver campaigns, enablement sessions, and co-selling programs. Ensure AI is embedded as a strategic component of partner offerings and solution reference architectures.

· Customer Design Wins: Drive joint execution with top partners and global sales teams to secure design wins and customer adoption that validate AI investment.

· Awareness & Activation: Provide partners with the tools, training, and resources required to integrate AI into their business models and GTM plays.

· Thought Leadership: Represent ServiceNow and its partners in joint industry events, executive forums, and go-to-market activities as leaders in AI-driven transformation.

· Market & Partner Insights: Share global partner and market insights with ServiceNow to inform AI strategy, enablement priorities, and product positioning.

Qualifications

Qualifications

· 5+ years’ experience in partner business development, channel sales, or enterprise software sales in a global context.

· Proven ability to engage with large, complex, multi-national partners to influence business strategy and investment decisions.

· Strong knowledge of the AI ecosystem and platform adoption, with experience guiding partners to integrate AI into reference architectures.

· Demonstrated success in building joint pipeline and supporting closure of deals with global partners.

· Experience working with the Global Partner organizations and influencing across diverse regions and business cultures.

· Excellent collaboration skills, with proven ability to work across global sales, marketing, and partner organizations.

· Strong communication, negotiation, and executive engagement skills with a track record of influencing C-level leaders.

· Results-driven mindset with measurable success in driving pipeline and revenue growth through partner ecosystems.

· Fluency in English required; additional languages are a plus.

Success Measures

· Number of Global Partners who adapt their business strategies and reference architectures to include ServiceNow’s AI platform.

· Growth in AI-focused sourced pipeline and successful closure of deals across top partners.

· Documented customer design wins with top partners that validate the value of ServiceNow’s AI solutions.

· Expansion of AI adoption across the practices and go-to-market motions of the Global Partners

· Market recognitio