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)
- Domain expertise in Risk (IRM) or Security with preferential treatment to those with Armis and Veza.
- Security Or Risk Implementation experience
- 5+ years of Channel/partnerships Sales
- 5+ years of pre-sales solution consulting or sales engineering experience in a security or risk environment
- 5+ 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 required.
FD21
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