ServiceNow GTM Associate Partner

Introduction

As a ServiceNow Americas GTM Sales Associate Partner, you will be a client-facing sales leader responsible for driving transformational growth with ServiceNow across the Americas. This role is focused on originating, leading, and executing strategic ServiceNow opportunities that span multiple workflows and industries. You will bring deep ServiceNow expertise, and a proven ability to deliver signings and revenue growth.

Your role and responsibilities

• Own and exceed signings targets across assigned markets in the Americas.
• Lead the origination and execution of transformational ServiceNow opportunities through strategic collaboration with clients.
• Define and implement go-to-market strategies aligned with business growth objectives.
• Drive pipeline development, rigorously manage sales cycles, and ensure revenue realization.
• Act as a trusted advisor to C-level executives, maintaining strong client relationships and delivering tailored ServiceNow solutions.
• Lead continuous feedback loops with clients to refine offerings and ensure satisfaction.
• Translate complex business needs into actionable ServiceNow strategies across Technology, Customer, Employee, and Industry workflows.
• Demonstrate several years of hands-on ServiceNow experience, with deep knowledge of the NOW platform and ecosystem.
• Stay current on the ServiceNow product roadmap and ecosystem developments.
• Bring compelling storytelling and thought leadership to articulate ServiceNow’s value proposition.
• Collaborate with account teams, market leaders, and senior executives to align investments, talent, and GTM priorities.
• Contribute to the development and evolution of offerings across key workflows and industry plays.
• Understand the competitive landscape and position differentiated capabilities to win in the market.
• Travel up to 70% across the Americas to engage with clients and internal teams.

Required technical and professional expertise

• Technical Sales Mastery: A minimum of 15 years of consulting and technical sales experience, with a proven ability to lead complex ServiceNow sales cycles from origination through close, aligning platform capabilities with client business outcomes. Candidates must have demonstrated experience in executing $15-20m in annual ServiceNow signings and revenue over the past 2 years.
• Deep ServiceNow Expertise: Demonstrated success in leading multi-module ServiceNow sales cycles and articulating the full NOW platform stack—including Technology, Customer, Employee, and Industry workflows—to both technical and business stakeholders.
• Strategic Solutioning: Ability to shape and sell compelling ServiceNow solutions by aligning client needs with platform capabilities, leveraging deep domain knowledge and a consultative sales approach.
• Ecosystem Fluency: Experience navigating and influencing the ServiceNow partner ecosystem to co-develop go-to-market strategies and drive joint wins.
• Certifications & Credibility: Active ServiceNow certifications that reinforce your technical credibility in client conversations.
• Leadership & Growth Mindset: Proven ability to lead high-performing teams, grow talent, and scale practices while maintaining a strong focus on business metrics and client satisfaction.
• Executive Presence: Strong client advisory skills with the ability to engage C-level stakeholders, build trust, and drive strategic conversations that lead to transformational outcomes.
• Practice Development: Experience supporting practice vision, building offerings, and collaborating with practice leaders to shape differentiated solutions.
• Outcome-Driven Thinking: A strategic mindset with a bias for action, focused on delivering measurable business value and driving growth.

Preferred technical and professional experience

This section can be customized by the hiring manager and recruiter to reflect preferred criteria.

IBM is committed to creating a diverse environment and is proud to be an equal‑opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.