Partner Business Development Manager, CRM & AI ANZ at ServiceNow

Role Overview ServiceNow is hiring a Partner Business Development Manager for CRM and AI in ANZ, sitting within the Global Partnerships & Channels team. This is a quota-carrying individual contributor role focused on building partner-sourced (NNACV) pipeline through all routes to market for ServiceNow CRM and AI. You will recruit, activate, and grow a focused set of ANZ partners who can drive sourced revenue and build sustainable CRM and AI practices on ServiceNow. The primary measure of success is partner-sourced new logo and expansion revenue, not influenced pipeline. The ideal candidate brings 10+ years of partner business development experience with a deep track record of GTM success and expertise across Built on solutions and ServiceNow RTM’s. Familiarity with the ANZ enterprise and public sector partner ecosystem is essential. What you get to do in this role: Recruit and activate partners where ServiceNow CRM and AI are embedded in partner-owned managed services and customer solutions. • Build joint business cases with partners for embedding Now Next CRM, CSM, and AI Agent capabilities into their service offerings prioritising deals that generate partner-sourced NNACV. • Develop commercial frameworks with partners (resell, co-sell, and embedded licensing structures) that incentivise sourced revenue generation over influenced activity. • Drive partner activation from recruitment to first sourced deal closed tracking time-to-revenue as a core KPI. CRM and AI Practice Building • Guide ANZ selected focus CRM partners through building a credible, billable CRM and AI practice on ServiceNow including practice design, go-to-market positioning, technical bench development (credentials and certifications), and customer reference creation. • Enable partners to position and sell Now Next CRM, AI Agents, and Now Assist as differentiated alternatives to Salesforce and Microsoft Dynamics particularly in mid-market & public sector accounts. • Support partners in building AI adoption plans for their customers, helping them drive utilisation of Now Assist and agentic AI capabilities post-sale as part of a managed service or practice offering. • Develop joint solution plays with partners that combine ServiceNow CRM with adjacent capabilities (CCaaS integration, FSM, CSM, CPQ) for ANZ industry verticals. Pipeline Development and Revenue • Own the ANZ partner-sourced pipeline target and report on NNACV contribution from partner-initiated opportunities. • Collaborate with ANZ field sales (AEs, CRM BDMs, solution consultants) on joint account planning and opportunity co-pursuit, ensuring partners are commercially credited for sourced opportunities. • Maintain accurate pipeline visibility in Dynamics 365, including partner account records, opportunity co-registration, and deal progression tracking. • Identify and convert Salesforce CPQ displacement opportunities through ANZ partner channels, leveraging end-of-sale timing as a recruitment and pipeline trigger. Partner Recruitment and Ecosystem Development • Recruit, onboard and ramp up identified new partners in ANZ • Manage partner pipeline across three tiers (Strategic, Growth, Recruit) and apply structured activation plans to move partners from enrolled to revenue-generating within defined timeframes. • Engage with the ServiceNow partner portal, deal registration processes, and partner program benefits to maximise partner commercial incentives. AI Adoption and Enablement • Act as the CRM and AI subject matter expert for ANZ partners and GPC ANZ team coaching partners and internal team on Now Assist positioning, agentic AI use cases, and AI adoption playbooks for their customers. • Help partners develop repeatable delivery accelerators and reference architectures for CRM and AI implementations, reducing time-to-value for their customers and improving practice margins. • Enable partners to build customer success motions around AI adoption, including usage benchmarking, levers for driving consumption, and executive value reporting. • Represent ANZ partner needs back to the global CRM and AI product teams, feeding market intelligence on partner capability gaps, competitive dynamics, and product roadmap priorities. Market Intelligence and Competitive Positioning • Monitor competitive partner ecosystems to identify displacement and recruitment opportunities. • Provide competitive intelligence on CRM-CCaaS convergence trends, partner program changes, and emerging partner business models in the ANZ market. • Maintain up-to-date partner account intelligence in Dynamics 365, documenting partner credentials, capability assessments, active pipeline, and competitive context.