Serve as the primary Pre-Buy contact for ServiceNow 's largest GSI — trusted by partner operations leads, finance teams, and executive stakeholders as the go-to for deal structure, exceptions, and escalations
Own the weekly operating cadence: burndown reviews, pipeline calls, and exception handling across all GEOs with full partner visibility into inventory, deal status, and quarter-end risk
Balance partner advocacy with internal compliance — protecting partnership health while ensuring Pre-Buy motions meet revenue recognition, compensation, and policy requirements Pre-Buy Program Management & GTM Execution
Own end-to-end Pre-Buy execution working cross functionally as a project management removing barriers and providing escalation points: Reviewer (not owner) of inventory tracking, burndown processing, OPTY validation, add-backs, swaps, and leftover reconciliation across both active contracts
Produce weekly reporting for executive readouts — PPC burndown by GEO and forecast stage (Commit / Expect / Upside / Pre-Pipeline), closed transactions, and remaining inventory with bridge normalization
Proactively identify slow-burn patterns, stranded inventory, and expiration risks; surface to leadership with context and recommended action before they escalate
Sales Strategy & Channel Enablement
Partner with GPLs GPS, and GPMs to identify pipeline opportunities that can be accelerated through the Pre-Buy motion — operating as a strategic sales partner, not a processor Own field enablement with sales and the partner: playbooks, burndown SOPs, and partner-facing reference materials that reduce recurring questions and speed deal execution Serve as the first escalation point for field issues — mis-bookings, policy gray areas, comp disputes — resolving or packaging for leadership with a clear recommendation
Cross-Functional Orchestration & Governance
Coordinate across Deal Desk, Revenue Operations, Finance, Legal, and Comp to drive clean approvals and maintain a single source of truth for all Pre-Buy and LOI decisions Own LOI governance: interpret contract language, translate into booking and comp guidance, and prevent LOI actions from triggering unintended downsell or GRR distortion Prepare executive-ready materials — business cases, risk flags, approval tracking, and QBR packages — for the PreBuy Committee and senior leadership
Required Qualifications
5+ years in Channel Sales, Partner Operations, GTM Operations, or Sales Strategy in global enterprise SaaS
Direct experience working with or within a large GSI or strategic channel partner — understands how GSIs structure deals, allocate budgets, and consume licenses
Strong program management discipline: runs multi-stakeholder programs with clear milestones and exec visibility without hand-holding
Self-starter with a track record of stepping into ambiguity, diagnosing what's broken, and building durable process independently
Comfort with enterprise SaaS deal mechanics: NNACV/ACV, GRR/NRR, revenue bridge normalization, and crediting models
Ability to influence across Finance, Legal, Deal Desk, and Comp without direct authority
Operates with calm urgency in high-stakes, quarter-end environments with competing priorities
Preferred Qualifications
Experience with prepaid, or inventory-based GTM models; familiarity with burndown accounting and OPTY reconciliation mechanics
Prior experience supporting a large GSI relationship (Cognizant, Infosys,) at global scale
Proficiency with Salesforce, Power BI, and advanced Excel for operational reporting
Familiarity with LOI structures, deal governance, and revenue bridge accounting
Experience managing GEO-distributed programs across EMEA, AMS, and APAC
JV20
For positions in this location, we offer a base pay of $94,000 - $155,100 , 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.
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ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.
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