Job Overview
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 UKI region. The role is at the forefront of an expanding market, focusing on partner‑sourced pipeline across GRC, SecOps, Third Party Risk, Operational Resilience, and AI Governance.
Key Responsibilities
Partner Recruitment & Activation
* Identify, recruit, and onboard Security & Risk–specialised partners in UKI with established cybersecurity and MSSP capabilities.
* Own the full partner activation lifecycle from prospecting and business‑case development to first pipeline generation, then transition partners to Partner Managers upon 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 to 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 domain knowledge, competitive positioning, and deal‑strategy guidance.
* Develop and deliver thought‑leadership content including point‑of‑view papers, partner playbooks, and executive briefing materials.
* Represent ServiceNow at industry events, MSSP forums, and security‑focused partner summits to build brand equity and demand.
* Stay ahead of evolving regulatory developments (DORA, NIS2, AI Act) and market trends to inform partner GTM strategy.
MSSP Strategy & Managed Services Development
* Leverage MSSP market expertise to design and execute engagement models that enable partners to monetise managed Security & Risk services on the ServiceNow platform.
* Identify MSSP partners capable of developing 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.
* Pilot and scale co‑innovation programmes combining ServiceNow workflow automation with identity and cyber‑physical security capabilities.
Pipeline & Market Expansion
* Drive partner‑sourced pipeline for ServiceNow Security & Risk in UKI, focusing on net‑new logos and whitespace opportunities.
* Collaborate with regional Sales, Marketing, and Partner Operations teams to design joint GTM campaigns and demand‑generation motions.
* Activate partners against key Security & Risk buying centres—CISO, CIO, Chief Risk Officer, and CAIO—to accelerate deal creation.
* 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.
* Support partners in building scalable practice areas, including investment in pre‑sales, delivery, and customer success resources.
* Promote adoption of Now Assist for Security use cases such as AI‑driven vulnerability prioritisation and automated incident triage.
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.
* Build a pipeline of referenceable customer success stories across identity security, exposure management, GRC, and SecOps.
Measures of Success
* Growth in partner‑sourced Security & Risk pipeline across UKI.
* Number of net‑new S&R partners recruited, activated, and 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 engagements.
* Quality and utilisation of thought‑leadership content delivered to Partner Managers.
Qualifications
* Hands‑on experience with Managed Security Service Providers and understanding of MSSP commercial models.
* Deep knowledge of cybersecurity and risk management, including GRC, Information Security, SecOps, Third Party Risk, Operational Resilience, and/or Cyber‑Physical Security.
* Proven experience building and scaling partner ecosystems and driving measurable pipeline and revenue growth in enterprise SaaS environments.
* Experience managing channel partners, alliances, or strategic partnerships, including co‑sell motions and joint GTM execution.
* Strong commercial understanding of SaaS subscription models and land‑and‑expand strategies.
* Comfortable engaging with 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.
* Experience leveraging AI‑powered tools for workflow automation, security insights, or risk management.
* Willingness to travel periodically across UKI and EMEA.
* Fluency in English required; additional languages an advantage.
* Relevant certifications: CRISC, CISM, CISSP, or similar.
* Experience with regulatory compliance frameworks: DORA, NIS2, AI Act.
* Previous experience in solution consulting or professional services within a cybersecurity or GRC platform.
* Familiarity with identity security, OT/IoT security, or cyber exposure management.
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 globaltalentss@servicenow.com 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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