Business Development Manager - Security & Risk | Partner Channels at ServiceNow

ServiceNow is seeking a visionary and results-driven Business Development Manager to spearhead the growth of our Security & Risk (S&R) portfolio through strategic partner channels across the South region. This role is at the forefront of an accelerating market opportunity — strengthened by ServiceNow's expanding security platform, including identity security and cyber-physical capabilities — and is critical to scaling partner-sourced pipeline across GRC, SecOps, Third Party Risk, Operational Resilience, and AI Governance. You will serve as the primary engine for recruiting and activating new Security & Risk partners, providing hands-on guidance until partners reach full maturity — at which point Partner Managers assume ongoing relationship ownership. You will also act as a thought leader within the S&R partner community, supporting Partner Managers with domain expertise, GTM guidance, and market insight that elevates the capability of the entire partner ecosystem. This role requires a unique combination of deep security domain expertise — including a strong background in the Managed Security Service Provider (MSSP) landscape — and proven partner development skills within complex enterprise SaaS or cybersecurity environments. Key Responsibilities Partner Recruitment & Activation • Identify, recruit, and onboard Security & Risk-specialised partners in South, with a focus on partners with established cybersecurity practices and MSSP capabilities. • Own the full partner activation lifecycle from initial prospecting and business case development through to first pipeline generation — transitioning partners to Partner Managers once they reach a defined level of commercial maturity. • Build partner segmentation and capacity plans to maximise market coverage across SecOps, GRC, Identity Security, Cyber-Physical Security, and Third Party Risk. • Develop scalable onboarding frameworks that accelerate partner time-to-productivity and ensure consistent go-to-market readiness.Thought Leadership & Partner Manager Support • Serve as the S&R subject matter expert within the partner organisation, providing Partner Managers with the domain knowledge, competitive positioning, and deal strategy guidance needed to advance Security & Risk opportunities. • Develop and deliver thought leadership content — including point-of-view papers, partner playbooks, and executive briefing materials — that helps partners articulate the value of ServiceNow's Security & Risk platform. • Represent ServiceNow at industry events, MSSP forums, and security-focused partner summits to build brand equity and generate demand within the partner ecosystem. • Stay ahead of evolving regulatory developments (DORA, NIS2, AI Act), threat landscapes, and buyer priorities to inform partner GTM strategy and messaging.MSSP Strategy & Managed Services Development • Leverage deep MSSP market expertise to design and execute engagement models that enable partners to build and monetise managed Security & Risk services on the ServiceNow platform. • Identify MSSP partners with the appetite and capability to develop differentiated managed security offerings across threat intelligence, vulnerability response, GRC, and identity governance. • Co-develop scalable MSSP-ready delivery frameworks, reference architectures, and pricing models that accelerate partner practice development. • Pilot and scale co-innovation programmes with MSSP partners that combine ServiceNow's workflow automation with identity and cyber-physical security capabilities.Pipeline & Market Expansion • Drive partner-sourced pipeline for ServiceNow Security & Risk in South, with a focus on net-new logos and whitespace opportunities. • Collaborate with regional Sales, Marketing, and Partner Operations teams to design and execute joint GTM campaigns and demand generation motions. • Activate partners against key Security & Risk buying centres — CISO, CIO, Chief Risk Officer, and CAIO audiences — to accelerate deal creation and velocity. • Maintain accurate pipeline forecasts and CRM hygiene across all partner-originated opportunities.Partner Capability Development • Drive partner readiness across technical enablement, sales certifications, and delivery capability for the full Security & Risk portfolio. • Work with partners to develop go-to-market solutions, industry-specific offerings, and reference architectures that leverage ServiceNow's integrated security platform. • Support partners in building viable, scalable practice areas — including investment in pre-sales, delivery, and customer success resources. • Promote adoption of Now Assist for Security use cases, including AI-driven vulnerability prioritisation, automated incident triage, and intelligent risk scoring.Customer Success Through Partners • Ensure partners deliver measurable security and risk outcomes for customers using the ServiceNow platform. • Track partner-led deployment success metrics and support high-impact implementations across the South region. • Build a pipeline of referenceable customer success stories that demonstrate real-world outcomes across identity security, exposure management, GRC, and SecOps.Measures of Success • Growth in partner-sourced Security & Risk pipeline across South • Number of net-new S&R partners recruited, activated, and successfully transitioned to Partner Managers • MSSP partner programme launches and managed services pipeline generated • Partner readiness and certification growth across the ServiceNow Security & Risk portfolio • Documented customer success stories from partner-led security transformation and risk management engagements • Quality and utilisation of thought leadership content and enablement assets delivered to Partner Managers