Senior Analyst, Strategic Partner Operations

🔥 1 minute ago

🏄 California – Remote

🏄 California – Remote

💵 $94k - $155.1k / year

⏰ Full Time

🟠 Senior

⚙️ Operations

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ServiceNow

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 2004

🏢 Enterprise

☁️ SaaS

🤖 Artificial Intelligence

💰 Post-IPO Equity on 2022-12

Enterprise • SaaS • Artificial Intelligence

ServiceNow is a platform that offers AI-powered solutions and automation for businesses to enhance productivity and streamline workflows. Its AI agents are designed to autonomously learn, reason, make decisions, and take action to transform business processes across various domains such as IT, HR, customer service, and app development. The platform enables organizations to integrate data from diverse sources, facilitating business transformation and operational efficiency. Recognized for its leadership in AI IT service management and trusted by a significant portion of the Fortune 500, ServiceNow collaborates with other global leaders like Microsoft and AWS to bring advanced AI capabilities to modernize business operations.

📋 Description

• Serve as the primary Pre-Buy contact for ServiceNow's largest GSI • Own weekly operating cadence including burndown reviews, pipeline calls, and exception handling across all GEOs • Balance partner advocacy with internal compliance and policy requirements • Own end-to-end Pre-Buy execution as a cross-functional project manager • Review inventory tracking, burndown processing, OPTY validation, add-backs, swaps, and leftover reconciliation • Produce weekly executive reporting on PPC burndown, forecast stage, closed transactions, and remaining inventory • Identify slow-burn patterns, stranded inventory, and expiration risks and recommend actions • Partner with GPLs, GPS, and GPMs to identify pipeline opportunities accelerated through Pre-Buy • Create sales and partner enablement materials, playbooks, SOPs, and reference materials • Serve as first escalation point for field issues including mis-bookings, policy gray areas, and compensation disputes • Coordinate Deal Desk, Revenue Operations, Finance, Legal, and Comp for approvals and governance • Own LOI governance and translate contract language into booking and compensation guidance • Prepare business cases, risk flags, approval tracking, and QBR packages for the PreBuy Committee and senior leadership

🎯 Requirements

• 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 • Strong program management discipline • Track record of stepping into ambiguity, diagnosing what's broken, and building durable process independently • Experience owning channel sales motions: deal intake, pipeline forecasting, compensation treatment, and partner-facing reporting cadences • 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 • Ability to operate in high-stakes, quarter-end environments with competing priorities • Experience with prepaid or inventory-based GTM models preferred • Prior experience supporting a large GSI relationship preferred • Proficiency with Salesforce, Power BI, and advanced Excel preferred • Familiarity with LOI structures, deal governance, and revenue bridge accounting preferred • Experience managing GEO-distributed programs across EMEA, AMS, and APAC preferred

🏖️ Benefits

• Equity (when applicable) • Variable/incentive compensation • Health plans • Flexible spending accounts • 401(k) Plan with company match • ESPP • Matching donations • Flexible time away plan • Family leave programs

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