Partner Technology Architect

Mission Serve as the primary strategic interface for an assigned Regional Managed partner, driving partner growth through pre-sales technical excellence, business development, solution strategy, and AI-first technology adoption aligned to the Major Area. Scope One of the 4 Practices, worldwide within the GEO. Engaged across partner types (Global, Regional Managed of any Major Area including Commercial, and Development partners) where their Practice depth is required. Engagement posture Pooled. Pulled in on demand through the intake form. Engagements can be proactive (planned partner enablement, practice launch, joint business planning execution) or reactive (specific request, deal-time depth, gap on partner side). Predominantly Out-Quarter - but can engage on In-Quarter opportunities in specific cases Key responsibilities

• Lead joint business planning to align partner investments, industry focus, and go-to-market priorities across all routes to market in-region.
• 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 in-region.
• 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.
• Lead and support technical discovery sessions, executive briefings, and solution demonstrations that accelerate partner-led deal velocity.
• Provide technical escalation support for critical partner-led opportunities.
• Champion AI-first solution design, including intelligent workflows, automation, and agent-based use cases.
• Orchestrate partner engagement with Partner Solution Engineers and Practice-aligned PTAs to accelerate solution development.
• Ensure partner offerings progress from concept through validation to scalable commercialization.
• Design and execute partner-led proofs of concept and co-demonstrations.
• 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.

Success metrics / KPIs

• Partner Practice Maturity - Practice progression, Pre-Sales certification attainment (Sales / Pre-Sales focus, not implementation), readiness scores, vertical specialization depth.
• Pipeline Influence - growth in Practice-specific partner-sourced and partner-influenced pipeline; deal velocity improvement.
• Partner Self-Sufficiency - partner capability to independently position, demonstrate, and deploy Practice solutions.
• Competitive Win Rate - win rate improvement in partner-led Practice opportunities (CRM, G&S).
• Thought Leadership - conference presentations, published content, external visibility (AI Practice).
• Executive Satisfaction - partner satisfaction on Practice advisory engagement quality and strategic value.

Key interfaces

• Partner-PTAs (Global & Regional) - working alongside on assigned partners
• Partner Solution Engineer / Partner Design Studio - for reference architectures & design standards
• Product & Engineering teams - for formal feedback loops on partner ecosystem needs
• SC Field / SC Specialist Field - for gap-driven Commercial partner development requests
• Partner Managers (Global / Regional / Development)

To be successful in this role you have:

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry.
• 7+ years of pre-sales solution consulting or sales engineering experience
• Proficiency with the ServiceNow platform or technical expertise with cloud software solutions
• Experience working collaboratively with product management, product marketing, partners, and professional services
• Territory management skills, including pipeline building and working with Sales counterpart to guide execution excellence
• Travel, as necessary

For positions in this location, we offer a base pay of 118,500 to 183,675, 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 compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.