Software Engineer
Individual contributor responsible for driving health, performance, and go‑to‑market execution of IBM Governance, Risk and Autonomous Workforce practices, collaborating with partners, product groups, sales, and marketing to activate co‑sell motions and build pipeline.
The Partner Manager, C&I Global Partner Team is an individual contributor role responsible for the health, performance, and go-to-market execution for the Governance and Risk and Autonomous Workforce practices strategy and execution at IBM. Working directly with the Global IBM Partner Leader, this role translates joint global strategy into practice strategy and execution —engaging partners in co-sell motions, pipeline development, and customer delivery.
The Partner Manager operates cross-functionally alongside the Product Group, Field Sales, Enablement, Marketing, and Technical Partner Advisors (TPAs) to ensure the right partners are activated at the right time for the right opportunities and across the Deloitte teams. This role focuses on partner growth, sales effectiveness, and scalable execution across ServiceNow 's routes to market.
What You'll Do
Partner Engagement & Pipeline Execution
Own end-to-end partner lifecycle management for IBM, including joint business planning, GTM execution, and performance tracking for the Governance and Risk practice (incl. Governance, Security, Risk, Identity and Operational Technology) and Autonomous Workforce
Drive partner pipeline development and deal progression in close collaboration with field sales
Engage the right IBM partners in active customer opportunities, including proposal situations requiring partner collaboration
Generate new business in existing accounts, new markets, and net new logos through partner-led and co-sell motions
Cross-Functional Collaboration
Operate as a defined participant in cross-functional RACI models covering customer lifecycle and implementation motions
Align with internal stakeholders on roles, responsibilities, and execution across delivery and implementation activities
Partner with TPAs to align sales plays to routes to market and guide partners on how to position and sell ServiceNow
Coordinate with Marketing to develop joint demand generation campaigns that drive co-sell pipeline
Partner Readiness & Governance
Conduct quarterly and bi-annual business reviews, governance forums, and milestone tracking with IBM partners
Coach and enable IBM teams —remotely and in person—building senior-level relationships and managing partner risk
Advise IBM on market, geographic, and route-to-market expansion, including new buying centers and customer segments
Track performance metrics and readiness indicators; escalate risks proactively to minimize business impact
Success Measures
IBM pipeline growth and revenue contribution (sourced and sell-through NNACV)
Expansion into new markets, buying centers, and net new logos in Governance and Risk and Autonomous Workforce Practices
Partner engagement quality: early activation in customer opportunities and proposal motions
Consi
Posted June 26, 2026