Business Development Manager - Security & Risk | Partner Channels job opportunity at ServiceNow.

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Date2026-04-22T13:53:26.354Z bot
ServiceNow Business Development Manager - Security & Risk | Partner Channels
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Pattern: Full-time
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loacation Hoekenrode 3, Amsterdam, Netherlands
loacation Hoekenrode 3, ..........Netherlands
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Job DescriptionServiceNow 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 North 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 ResponsibilitiesPartner Recruitment & ActivationIdentify, recruit, and onboard Security & Risk-specialised partners in North, 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 SupportServe 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 DevelopmentLeverage 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 ExpansionDrive partner-sourced pipeline for ServiceNow Security & Risk in North, 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 DevelopmentDrive 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 PartnersEnsure 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 North region.Build a pipeline of referenceable customer success stories that demonstrate real-world outcomes across identity security, exposure management, GRC, and SecOps.Measures of SuccessGrowth in partner-sourced Security & Risk pipeline across NorthNumber of net-new S&R partners recruited, activated, and successfully transitioned to Partner ManagersMSSP partner programme launches and managed services pipeline generatedPartner readiness and certification growth across the ServiceNow Security & Risk portfolioDocumented customer success stories from partner-led security transformation and risk management engagementsQuality and utilisation of thought leadership content and enablement assets delivered to Partner Managers

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