Remote Director, GSI Partnerships (Cyber & Risk)

ServiceNow; San Francisco (CA); Hybrid; USD 115,000 - 215,000; Full time

Job summary

ServiceNow is seeking a Director of GSI Partners for Cyber and Risk to own and scale our North America partnership strategy. You will lead a team of GSI Partner Managers, build trusted relationships with practice leaders, and drive joint pipeline generation and go-to-market motions that boost revenue.

You will align product, sales and marketing with our partners, manage executive sponsorship, and report progress through QBR cadence, ensuring coordinated execution with Enablement and Partner SE

Qualifications

• Minimum 10 years working at Cybersecurity vendors and with their GSI Partners.
• Minimum 4 years managing a team focused on GSI relationships, partner development, and go-to-market execution.
• Proven track record of building and leading high-performing, revenue-focused teams in a partnership or channel environment.
• Must have demonstrated relationships and knowledge of major GSI Partners including: Accenture, Deloitte, KPMG, IBM, Cognizant and other major GSIs.
• Strong technical understanding of the cybersecurity landscape, vendors, and how ServiceNow Cyber and Risk fits into enterprise security architectures.
• Excellent leadership and presentation skills with ability to engage and influence C-level stakeholders internally and externally.
• Understanding and experience working in a complex, high-growth, matrixed organization with the ability to navigate competing priorities.
• Sales acumen and full knowledge of sales cycles and how GSI Partners influence customer buying decisions across different selling stages.

Responsibilities

• Recruit, develop, and lead a high-performing team of GSI Partner Managers, setting clear expectations for performance, accountability, and professional growth.
• Coach and mentor your team on partnership strategy, pipeline generation, and revenue acceleration while ensuring they have the tools, training, and support to succeed.
• Develop the overall strategy and target GSI Partners for ServiceNow Cyber and Risk across North America, aligned with company growth objectives.
• Serve as Executive Sponsor for GSI Partners, as well as primary escalation point for all partnership-related matters and strategic initiatives.
• Build joint business plans with each GSI partner and measure performance regularly to ensure mutual success and alignment on revenue targets and capability building.
• Participate in Partner QBRs and drive performance improvements, tweaking execution where required and reporting back to entire Partner Team and executive leadership.
• Collaborate with Sales and Service Leadership to ensure GSI Partners are working successfully and fully engaged in joint pipeline generation and customer delivery motions.
• Work with Executive Team to align partnership strategy with company priorities and report status through regular executive-level QBR cadence.
• Engage with Enablement and Partner SE teams to ensure proper tools, training, and support are in place and delivery and execution is working seamlessly with Partners.
• Help RPM's with engagement of Strategic GSI Partners and ensure alignment on account strategies and co-sell motions.
• Work with our Partner Marketing teams to build plans and ensure proper execution of joint events, campaigns, and track performance on any spend and activity.
• Work closely with ServiceNow counterparts and teams to ensure coordinated effort and focus on the right GSI Partners and strategic initiatives.

Skills

Cybersecurity industry

GSI relationships

Team leadership

Executive stakeholder mgmt

Security architectures

Sales acumen

Matrix organizations

Partnership strategy

Job description

ServiceNow is seeking a Director of GSI Partners for Cyber and Risk to own and scale our North America partnership strategy. You will lead a team of GSI Partner Managers, build trusted relationships with practice leaders, and drive joint pipeline generation and go-to-market motions that boost revenue.

You will align product, sales and marketing with our partners, manage executive sponsorship, and report progress through QBR cadence, ensuring coordinated execution with Enablement and Partner SE