Partner Technical Architect

About this role

ServiceNow is seeking a Partner Technology Architect to serve as the primary strategic interface for our Global and Strategic Regional partners. In this role, you will drive holistic partner growth through pre-sales technical excellence, business development, solution strategy, and AI-first technology adoption. You will combine trusted advisory relationships with partner executives, industry-aligned solution architecture, and go-to-market leadership into a single accountable role — translating platform capabilities, AI innovation, and industry context into repeatable, outcome-driven offerings that partners can build, scale, and monetize.
While this role expands into strategic business development and co-innovation, pre-sales technical excellence remains the primary operational foundation — including technical discovery, solution demonstrations, proof-of-concept leadership, and architectural validation that accelerates partner-led customer engagements.
What You’ll Do
As a Partner Technology Architect, you will serve as the dedicated strategic counterpart for assigned partner organizations, owning the full spectrum from pre-sales technical engagement through strategic co-innovation and business growth advisory.
Partner Strategy & Business Development

• Serve as the primary strategic interface for assigned partners, building trusted relationships with partner executives and practice leaders.

• Lead joint business planning to align partner investments, industry focus, and go-to-market priorities across all routes to market.

• Advise partners on practice growth, specialization strategy, and readiness for AI-enabled offerings.

• Influence partner-sourced and partner-influenced pipeline through offer-led strategy and solution differentiation.

Pre-Sales Excellence & Solution Strategy

• Lead and support technical discovery sessions, executive briefings, and solution demonstrations that articulate platform value and accelerate partner-led deal velocity.

• Drive solution strategy, helping partners align offerings to high-value industry workflows and customer outcomes.

• Translate platform and AI capabilities into partner-differentiated, scalable solutions at the conceptual and architectural level.

• Maintain strong workflow fluency across enterprise domains including CRM, IT, Security, and Business Services.

• Design and execute partner-led proofs of concept and co-demonstrations that prove business value, technical feasibility, and competitive differentiation.

• Provide technical escalation support for critical partner-led opportunities, ensuring partners have access to deep expertise at key deal milestones.

AI-First Innovation & Co-Creation

• Champion AI-first solution design, including intelligent workflows, automation, and agent-based use cases.

• Orchestrate partner engagement with Partner Solution Architects and domain-specialist advisors (AI, CRM, Security & Risk) to accelerate solution development.

• Ensure partner offerings progress from concept through validation to scalable commercialization.

• Promote responsible, enterprise-ready AI adoption aligned to governance and trust standards.

Value Engineering & Orchestration

• Connect solution strategy to measurable business outcomes including efficiency, growth, ROI, and time-to-value.

• Support executive-level conversations with clear value narratives and outcome-based storytelling.

• Coordinate across internal specialist teams to deliver a unified partner experience, not fragmented touchpoints.

What you need to be successful in this role:

• 8+ years of experience in pre-sales solution consulting, partner strategy, enterprise technology advisory, or related roles with proven success leading technical discovery, demonstrations, and partner engagements.

• Proven experience working directly with partners, system integrators, hyperscalers, or technology alliances.

• Strong executive presence with the ability to influence senior partner stakeholders at VP+ level.

• Demonstrated ability to connect business strategy, industry context, and technology solutions into actionable partner growth plans.

• Experience shaping or scaling partner practices, offerings, or go-to-market motions.

• Solid understanding of enterprise platforms and workflow-based solutions at the conceptual and architectural level.

• Working knowledge of AI-enabled use cases, automation patterns, and data-driven workflows.

• Deep familiarity with at least one industry vertical (e.g., Financial Services, Healthcare, Manufacturing, Public Sector).

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving.

Preferred & Standout Experience:

• Experience with ServiceNow platform and AI capabilities (Now Assist, AI Agents).

• Background in management consulting, strategy advisory, or partner business development.

•
ServiceNow certifications (e.g., CSA, CIS, or architectural certifications).

• Experience across multiple partner routes to market (C&I, MSP, Reseller, Hyperscaler, Build).

• Familiarity with competitive platforms and ability to articulate ServiceNow differentiation.

What This Role Does Not Do

• Perform platform configuration, development, or solution delivery.

• Manage commercial contracts, pricing, or financial program management.

• Replace deep technical or implementation specialist roles (leverages domain-specialist advisors and Partner Solution Architects for depth).

• Own day-to-day partner relationship management (coordinates with Partner Management).

Travel for partner, customer, and organizational activities up to 50%.
FD21
For positions in this location, we offer a base pay of $134,250 - $221,550, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total…