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Mission
Provide deep, senior technical strategist expertise within Risk and Security practice, engaged where deep Practice expertise is required — working alongside partner-aligned Partner Technology Architects and Partner Solution Engineers to accelerate partner activation, solution co-creation and commercial success.
Scope
One of the 4 Practices, worldwide within the GEO. Engaged across partner types (Global, Regional Managed of any Major Area including Commercial, and Development partners) where their Practice depth is required.
Engagement posture
Pooled. Pulled in on demand through the intake form. Engagements can be proactive (planned partner enablement, practice launch, joint business planning execution) or reactive (specific request, deal-time depth, gap on partner side). Predominantly Out-Quarter — but can engage on In-Quarter opportunities in specific cases
Key responsibilities Co-create Practice-native architectures with partners — developing reference architectures, reusable patterns, and integration libraries that partners can extend and monetize.
Build reusable Practice co-innovation assets — solution templates, industry-specific accelerators, demo environments and blueprints.
Provide senior technical expertise within the Practice (e.g., L400 in AI, deep architecture in CRM/G&S/AW) — including net-new patterns and complex multi-product scenarios.
Drive collaborative adoption of AI-enhanced Practice capabilities with partners.
Lead Practice technical workshops with partners and engage directly with Practice buyers (CAIO/CDO/CTO for AI · CXO/VP CX for CRM · CISO/CRO/CIO for G&S · CIO/VP IT Ops/CHRO for AW).
Execute strategic proofs of concept demonstrating Practice business value.
Guide partners on competitive positioning against alternative platforms.
Present Practice architecture and industry-specific strategy to executive audiences.
Design and deliver comprehensive Practice architecture training programs, workshops, and executive briefings that build lasting partner capability.
Mentor partner architects and pre-sales teams on Practice solution positioning, competitive differentiation and industry patterns.
Assess partner Practice technical capabilities and identify gaps; develop capability maturation plans and certification pathways.
Represent ServiceNow Practice innovation at industry events, conferences and forums; contribute to thought leadership content.
Collaborate with partner-aligned Partner Technology Architects on Practice-specific joint business planning.
Guide partners from concept to validated solution to scalable commercialization with clear monetization pathways.
Connect Practice architecture to measurable business outcomes.
Maintain expert-level knowledge of the Practice competitive landscape and translate market intelligence into partner-relevant insights.
Support SC Field on Commercial partner development requests.
Success metrics / KPIs
Partner Practice Maturity — Practice progression, Pre-Sales certification attainment (Sales / Pre-Sales focus, not implementation), readiness scores, vertical specialization depth.
Pipeline Influence — growth in Practice-specific partner-sourced and partner-influenced pipeline; deal velocity improvement.
Co-Created Offerings — number and quality of repeatable Practice offerings co-developed with partners.
Partner Self-Sufficiency — partner capability to independently position, demonstrate, and deploy Practice solutions.
Competitive Win Rate — win rate improvement in partner-led Practice opportunities (CRM, G&S).
Thought Leadership — conference presentations, published content, external visibility (AI Practice).
Executive Satisfaction — partner satisfaction on Practice advisory engagement quality and strategic value.
Key interfaces Partner-PTAs (Global & Regional) — working alongside on assigned partners Partner Solution Engineer / Partner Design Studio — for reference architectures & design standards Product & Engineering teams — for formal feedback loops on partner ecosystem needs SC Field / SC Specialist Field — for gap-driven Commercial partner development requests Partner Managers (Global / Regional / Development)
To be successful in this role you have:
Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry.
7+ years of pre-sales solution consulting or sales engineering experience
Proficiency with the ServiceNow platform or technical expertise with cloud software solutions
Experience working collaboratively with product management, product marketing, partners, and professional services
Territory management skills, including pipeline building and working with Sales counterpart to guide execution excellence
Travel, as necessary
FD21
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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.
Accommodations
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For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.
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