Business Development Manager - Security & Risk | Partner Channels

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
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

Qualifications
To be successful in this role you have:

• Hands-on experience within or selling to Managed Security Service Providers, with a strong understanding of managed detection & response, SOC-as-a-service, managed GRC, and MSSP commercial models.
• Deep knowledge of cybersecurity and risk management, including GRC, Information Security, SecOps, Third Party Risk Management, Operational Resilience, and/or Cyber-Physical Security - with the ability to translate technical concepts into partner and customer value.
• Proven experience building and scaling partner ecosystems, driving measurable pipeline and revenue growth in complex, multi-stakeholder environments within enterprise SaaS or cybersecurity.
• Experience managing channel partners, alliances, or strategic partnerships - including co-sell motions, joint GTM execution, and partner enablement programmes.
• Ability to develop partner business cases, investment models, and go-to-market plans, with a strong commercial understanding of SaaS subscription models and land-and-expand strategies.
• Comfortable engaging with CISO, CIO, Chief Risk Officer, and other C-suite audiences through partners, with excellent communication and stakeholder management skills.
• Track record of working effectively with Sales, Marketing, Product, and Partner Operations teams to drive joint business outcomes.
• Experience leveraging or critically evaluating AI-powered tools for workflow automation, security insights, or risk management - and the ability to articulate AI's impact to partner and customer audiences.
• Regional travel: Willingness to travel periodically for partner engagements, planning sessions, and events across South and EMEA.
• Fluency in the local language required; additional languages advantageous.
• Relevant certifications: CRISC, CISM, CISSP, or similar security/risk credentials. Experience with regulatory compliance frameworks: DORA, NIS2, AI Act, and sector-specific requirements across financial services, insurance, healthcare, or critical infrastructure. Previous experience in solution consulting, professional services, or technical pre-sales within a cybersecurity or GRC platform environment. Familiarity with identity security, OT/IoT security, or cyber exposure management.

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 and their assigned work location. Learn more here . To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.
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.
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