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Partner Acceleration Leader (Senior Manager) – HealthCare Providers Industry - job 1 of 2

Company Description

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

Job Description

What you get to do in this role:

The world of work is one of the most pressing issues that business leaders face today and, as the defining enterprise platform of the 21st century, ServiceNow is poised to be the platform of choice to tackle this critical imperative. But we will not do it without a robust partner ecosystem leading partner offerings and solutions and that’s exactly where this role comes into play. The Healthcare and Life Sciences Partner Acceleration Lead will join our Partner Acceleration team as part of our Global Partners and Channels Organization (GPC) team that is at the forefront of driving ServiceNow’s growth to $20B and beyond.

The Partner Acceleration team has set a goal to drive profitable revenue by building an effective Partner GTM engine, identification and monetization of breakthrough Offerings, Embedded Solutions with our broader partner ecosystem. The Partner Acceleration lead - Healthcare Industry is an exciting role that will own and be accountable for developing and executing the Partner GTM strategy for the Healthcare Industry. This role will be accountable for collaboratively developing NOW’s partner Offerings strategy for the Healthcare industry with a keen focus on providers, activation of partners, ownership of partner heat-map by geo/segment, assisting with partner engagement for Industry use cases’, TAM and Partner IP monetization scenarios with specific focus on development of new joint GTM business and commercial models with designated partners (primarily with System Integrators) that will scale to accelerate NOW growth to $20B+.

At a business level, you will be working with ServiceNow stakeholders to create and execute against our most pressing Healthcare Providers Industry personas and business imperatives. As a result, the successful candidate will possess deep Healthcare Providers Industry knowledge and domain expertise, program management skills, ability to drive measurable outcomes with the partner ecosystem, and should have a track record of demonstrated cross functional exec collaboration in a high-profile consulting/services/software organization that required securing consensus on key initiatives & priorities against targeted outcomes in a complex global high growth company. This individual will also need to be adept at internalizing the Global Partners and Channels op model principles to enable & accelerate NOW growth. You will be measured on Healthcare Providers Industry revenue you are able to drive by engaging with SI partners.

Primary focus:

· Own and Drive Partner GTM strategy for HealthCare Providers Industry

· Drive Sell- with and Sell-through revenue by working closely with SI partners

· Global focus

· Help identify, ideate, cultivate, monetize, and scale new Healthcare Providers Industry Offerings and Embedded Solutions that fundamentally transform the world of work. We classify partner Offerings as opportunities for a partner’s thought leadership IP to be coupled with the ServiceNow platform to create something net new to drive implementation or managed service revenue for partners and license revenue for ServiceNow.

· Work very closely and collaboratively with ServiceNow’s Industry GTM team and Industry Product teams as key stakeholders.

· Work closely and collaboratively with global & regional GPC staff and extended staff members to cross functionally align and vertically operationalize and localize the GPC global operating model principles, initiatives and programs leveraging the following three global-geo op model tenets.

· Partner Segmentation/Coverage, GTM Alignment & Governance, as well as a consistent & predictable Joint GTM Engagement approach with SI partners.

Additional Responsibilities:

• Drive measurable outcomes with the partner ecosystem through prioritized industry Offerings and Embedded Solutions across the Healthcare providers industry - specifically offerings that address customer needs and drive revenue pipeline

• Work strategically to identify new Healthcare and Life Sciences industry specific ‘use cases and solutions’ with key partners and build the associated partner industry plan including joint GTM and marketing campaigns around key industry Offerings. This includes coordinating the successful execution of offerings launches with our broader GPC and Industry GTM teams to the global sales team.

• Lead the effective collaboration of “deal level” strategies & tactics between field sales and partners at both new and existing customers to drive new logos & NNACV ‘Partner Sourced, Resell and Service Provider’ revenue.

• Own and run joint business reviews and executive level QBRs with top 5 partners for the HealthCare Provider Industry.

• Drive tight cross functional alignment across key internal stakeholders such as our industry GTM team, product teams, GPC global and regional teams.

• Work collaboratively with partner execs along with the GPC leadership to jointly develop world class business plans with associated QBR governance & exec sponsorship to include committed targets & shared metrics.

Requirements:

• Experience working at OR with Global System Integrators in building partnerships between System Integrators and Enterprise Software companies.

• Professional experience and/or knowledge of the Healthcare and Life Sciences industry vertical and the associated partner ecosystem. Initial focus will be more on the Healthcare Providers Industry.

• Sales mindset

• Strong network of industry SMEs in both partner and client environments.

• Ability to engage with partners in the sales cycle on joint ‘must win’ pursuits/opportunities, as well as facilitate co-sell & co-deliver opportunities with partners.

• Strong business development experience and history of developing and executing partner go-to-market plans.

• Ability to align, localize and execute joint GTM strategy and multi-year business plans with targeted partners around industry Offerings with compelling joint GTM value propositions.

• Clearly defined joint go-to-market initiatives with key NOW-Partner global exec sponsors with key milestones and progress tracking metrics & associated rigor to ‘inspect what we expect’.

• Work with regions to align with field sales, presales, enablement & services governance to ensure regional leadership input and feedback for ongoing refinement

Qualifications

To be successful in this role you have:

  • The ideal candidate will have 5 to 7+ years’ experience with a Global Systems Integrator (GSI), Enterprise Software and/or Enterprise SaaS company enabling or driving industry specific solutions aligned to the ‘Digital Transformation Journey’ that drive revenue & accelerated growth.
  • 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. 
  • Solid background and domain expertise working directly in the Healthcare and Life Sciences industry is a key requirement for this role.
  • Must be a team player that is goal-oriented and confident, with aptitude and desire to build high-performing teams. This individual must demonstrate an ability to get things done, build consensus and resolve conflict in a highly collaborative manner.
  • Diligent at measuring and communicating progress to achieve targeted business results, identifying obstacles and associated remediation plans.
  • The successful candidate will be adaptable and flexible, able to work and thrive in a highly dynamic environment.
  • Past-experience and relationships with Global System Integrators, Managed Service Providers, ISV software vendors and experience with Cloud & SaaS Professional Service organizations required.
  • Bachelor’s degree recommended; Consulting Experience preferred.

 

Not sure if you meet every qualification? We still encourage you to apply! We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candidate!

For positions in this location, we offer a base pay of $137,640 - $227,160, 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.

Additional Information

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work. Learn more here.

Equal Opportunity Employer

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, 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

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance. 

Export Control Regulations

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. 

From Fortune. ©2024 Fortune Media IP Limited. All rights reserved. Used under license. 

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Average salary estimate

$182400 / YEARLY (est.)
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$137640K
$227160K

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What You Should Know About Partner Acceleration Leader (Senior Manager) – HealthCare Providers Industry, ServiceNow

If you're looking to make a significant impact in the healthcare sector, look no further than the Partner Acceleration Leader (Senior Manager) position at ServiceNow. At ServiceNow, which began its incredible journey in San Diego and has since become a leader in AI-enhanced cloud technology, we strive to help organizations work smarter. As our Partner Acceleration Leader for the Healthcare Providers Industry, you'll play a pivotal role in executing our Partner Go-To-Market (GTM) strategy, driving revenue, and nurturing our partner ecosystem. Your day-to-day will involve collaborating with System Integrators and working on groundbreaking offerings that transform healthcare services. You will be accountable for engaging with key stakeholders, sharing insights, and developing monetization strategies that push our growth to an impressive $20B+. This is not just a job; it’s a chance to leverage your extensive knowledge of the healthcare industry to shape innovative solutions that meet pressing business needs. Whether it's designing joint GTM plans or leading executive-level reviews with top partners, your leadership will help accelerate our vision for a better world of work. If you're passionate about driving measurable outcomes, building solid partnerships, and want to be a part of something larger, this role at ServiceNow is waiting for you! Let's make an impact together.

Frequently Asked Questions (FAQs) for Partner Acceleration Leader (Senior Manager) – HealthCare Providers Industry Role at ServiceNow
What are the primary responsibilities of a Partner Acceleration Leader at ServiceNow?

As a Partner Acceleration Leader at ServiceNow, you will be responsible for developing and executing the Partner Go-To-Market (GTM) strategy specifically for the Healthcare Providers Industry. This entails working closely with System Integrators to drive revenue, identify new healthcare offerings, and engage with key stakeholders to meet business imperatives. Additionally, you'll lead joint business reviews and facilitate collaborative processes to ensure our objectives align across the organization.

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What qualifications are needed to be a Partner Acceleration Leader at ServiceNow?

To qualify as a Partner Acceleration Leader at ServiceNow, candidates should have 5 to 7 years of experience with Global System Integrators or in enterprise software and SaaS environments. A solid background in the Healthcare and Life Sciences industry is crucial. Expertise in driving industry-specific solutions, along with strong business development skills and a sales mindset, will empower you to excel in this role.

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How does ServiceNow support the professional development of a Partner Acceleration Leader?

ServiceNow is dedicated to fostering your growth as a Partner Acceleration Leader by providing opportunities for collaboration across teams, continual engagement with industry experts, and mentorship from senior leadership. With a diverse and dynamic team, you're encouraged to innovate, drive results, and build a career in an empowering environment.

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What is the work environment like for a Partner Acceleration Leader at ServiceNow?

The work environment for a Partner Acceleration Leader at ServiceNow is one of collaboration and flexibility. Employees can expect to work with a diverse team that values innovation and creativity. With remote and flexible work options, ServiceNow prioritizes a work-life balance, enabling team members to thrive both personally and professionally.

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How does the Partner Acceleration Leader contribute to ServiceNow’s growth in the Healthcare Industry?

The Partner Acceleration Leader at ServiceNow contributes significantly to our growth in the Healthcare Industry by driving sell-with and sell-through revenue. By developing compelling joint GTM strategies, working closely with SI partners, and identifying innovative healthcare offerings, this role ensures that ServiceNow stays at the forefront of transforming the healthcare landscape.

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Common Interview Questions for Partner Acceleration Leader (Senior Manager) – HealthCare Providers Industry
Can you describe your experience with Global System Integrators related to the healthcare industry?

Certainly! When discussing your experience with Global System Integrators, emphasize specific partnerships you've developed in the healthcare sector. Highlight initiatives you led to align offerings with market demands and showcase any revenue growth or successful launches stemming from these collaborations.

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How do you approach building a Go-To-Market strategy for healthcare solutions?

In approaching a Go-To-Market strategy for healthcare solutions, I start with in-depth market research to identify both current trends and target customer needs. From here, I collaborate with cross-functional teams to create a well-rounded strategy, balancing innovative offerings with backend operations for seamless execution. Communication and alignment with partners throughout this process is essential.

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How would you measure the success of your partner ecosystem initiatives?

Measuring the success of partner ecosystem initiatives involves setting clear KPIs related to revenue generation, partner engagement levels, and market impact. I would utilize methods such as regular business reviews and performance trackings to assess progress and make necessary adjustments ensuring we achieve our targeted outcomes.

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Describe a time you overcame a challenge while working with partners.

When faced with challenges in aligning goals with a partner, I believe in transparent communication. By bringing together all stakeholders to discuss the issues openly, we collaboratively identified areas of compromise that led to a solution. Focus on the collaborative approach and any specific methodologies you used that contributed to the resolution.

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What strategies do you implement to drive engagement among partners?

To drive engagement among partners, I employ a variety of strategies including regular communication, educational initiatives, and joint marketing campaigns that showcase mutual benefits. Engaging partners in the development process can also foster a sense of ownership, leading to heightened commitment towards shared goals.

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How would you handle disagreements between internal teams and partners?

Handling disagreements between internal teams and partners requires a calm and diplomatic approach. I would facilitate discussions where both sides can express their perspectives, and then work towards finding a common ground. An emphasis on collective goals and mutual benefits can help resolve differences effectively.

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What role does AI play in your approach to healthcare solutions?

AI plays a pivotal role in my approach to healthcare solutions, particularly in analyzing data for insights that drive decision-making. I leverage AI tools to enhance operational efficiency and problem-solving. Furthermore, I explore AI's potential impacts on our offerings to ensure that we stay competitive and meet the needs of the healthcare industry.

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How do you stay informed about changes in the healthcare industry?

Staying informed about changes in the healthcare industry involves active engagement with industry publications, attending conferences, and following thought leaders on platforms like LinkedIn. I also value networking with peers and participating in forums where trends and challenges are discussed.

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What experiences do you have in driving measurable outcomes in the healthcare sector?

In my past roles, I’ve successfully driven measurable outcomes in the healthcare sector by implementing strategic initiatives focused on addressing customer needs. Highlight specific projects with quantifiable results, such as revenue increases, successful solution launches, or improved client satisfaction metrics.

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Can you provide an example of a successful partner engagement strategy you have developed?

Absolutely! One successful partner engagement strategy I developed involved a co-branded marketing campaign designed to highlight the unique offerings of both our organization and our partner. This included joint webinars, shared content, and targeted outreach that ultimately led to an increase in qualified leads by a significant percentage.

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DATE POSTED
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