EMEA North Senior Partner Manger, Indian GSI's

ServiceNow is seeking a Senior Partner Manager for its Indian GSI Cluster to lead strategic relationships with four of the world's most influential global system integrators: HCL Tech, Tata Consultancy Services (TCS), Wipro, and Cognizant. Each of these partners holds Elite Partner status with ServiceNow and collectively represents significant sourced, influenced, and co-delivered revenue across EMEA. This is a high-impact, high-visibility role sitting within the Global Partners & Channels (GPC) organisation. You will own the end-to-end commercial and strategic relationship for your assigned Indian GSIs across EMEA, working in close alignment with global GPM leaders, field sales, alliances, and partner success teams. You will be the primary orchestrator for joint business planning, GTM execution, pipeline development, AI practice enablement, and executive engagement across your partner portfolio. What You Get to Do in This Role Strategic Partnership Leadership Own and advance the 360° partner relationship across all four Indian GSIs — encompassing sell-to, sell-with, and sell-through motions within EMEA North . Develop and execute multi-year Joint Business Plans (JBPs) with each partner, including shared revenue targets, solution area focus, and governance cadences. Serve as the primary executive relationship owner, driving C-suite and VP-level interlocks between ServiceNow leadership and Indian GSI senior stakeholders. Manage potential conflicts and competing priorities across partner accounts with diplomacy and commercial acumen, escalating where appropriate. Revenue & Pipeline Development Drive sourced and influenced pipeline across the EMEA territory through active joint pursuit of new logos and expansion opportunities with HCL Tech, TCS, Wipro, and Cognizant. Achieve quarterly and annual bookings targets (NNACV) aligned to partner-sourced, co-sell, and resell motions. Conduct territory and account planning sessions with field sales teams to identify and prioritize top pursuits where Indian GSI delivery capability adds competitive advantage. Manage pipeline rigour via NowSell/CRM: maintain accurate forecasting, deal stage hygiene, and regular commit/upside reporting to GPC leadership. Lead deal-level engagement on 'must win' opportunities, coordinating internal resources, solution consultants, and executive sponsors as required. Go-To-Market Execution Define and execute joint GTM motions aligned to ServiceNow's platform story — with specific focus on AI & Automation, CRM, ITSM/ITOM, and industry-specific workflows. Collaborate with Indian GSI practice leads to build differentiated joint solutions and accelerators that can be taken to market in EMEA accounts. Align regional GTM activity with global GPM strategies for each Indian GSI, acting as the EMEA regional voice in global partner governance forums. Drive co-marketing activities including partner-led demand generation campaigns, joint events, and thought leadership content relevant to EMEA markets. Support and enable ServiceNow field AEs on differentiating each Indian GSI partner's capabilities to drive more informed customer conversations. Partner Enablement & Practice Development Accelerate ServiceNow practice growth within each Indian GSI, particularly across AI & Automation, Now Assist, and agentic workflow capabilities. Drive partner certification, accreditation, and technical capability investments — coordinating with Partner Success and Learning teams. Identify gaps in partner delivery capability and work with internal teams to build targeted enablement plans that expand each partner's addressable ServiceNow scope. Support HCL, TCS, Wipro, and Cognizant in developing repeatable ServiceNow-powered service offerings (MSSPs, managed workflows, vertical IP) for EMEA customers. Governance, Reporting & Stakeholder Management Chair and facilitate quarterly business reviews (QBRs) with each Indian GSI, presenting performance against joint target ... (truncated, view full listing at source)