Senior Director, Enterprise Partnerships & Growth

ServiceNow; California; On-site; USD 197,000 - 325,000; Full time

Benefits offered by this job

Equity

Health plans

401(k) with company match

ESPP

Matching donations

Flexible time away

Family leave

Job summary

ServiceNow seeks a Sr. Director of Build Partnerships to lead a team of Partner Managers, shaping the strategy for ISV and OEM partnerships that expand the ServiceNow Store. You will manage revenue targets, governance, and cross-functional collaboration to deliver joint value with customers.

The role emphasizes executive engagement, GTM leadership, and building a durable partner ecosystem while coaching a high-performing team to grow skills and outcomes.

Qualifications

• 8+ years in technology partnerships or enterprise software/SaaS alliances with 2+ years in people leadership
• Proven revenue attainment through partner or enterprise sales
• Experience creating and executing strategic GTM plans with partners
• Ability to influence C-level executives across Product and IT
• Experience coaching individual contributors to strong performance
• Experience with AI in work processes and forecasting insights
• Strong technical aptitude to synthesize complex business and tech issues
• Excellent interpersonal, communication, and leadership skills
• First-line management of Partner/Alliance Managers or Account Executives
• Experience selling application bundles and platform deployments
• Experience building partner programs, playbooks, or enablement at scale
• Track record of building diverse, high-performing teams

Responsibilities

• Own quarterly and annual partner GNACV targets with reliable forecasting
• Review and approve GTM business plans for partnerships
• Identify where to grow existing ISV partnerships and enter new markets
• Drive OEM transactions with executive sponsorship and cross-functional alignment
• Coach Partner Managers on strategy, deal making, QBR quality, and exec engagement
• Set clear goals for each team member and measure controllable outcomes
• Own hiring, onboarding, performance management, and career development
• Identify gaps early and address them with documented expectations
• Establish the team operating cadence: pipeline reviews, forecast calls, partner reviews
• Standardize planning, enablement, and forecasting across the portfolio
• Escalate and resolve partner issues with BUs, Sales, Marketing, Ops, Legal, Solutions
• Lead partner engagement through QBRs and executive check-ins
• Evangelize the Technology Partnership Program internally and externally
• Build relationships with partner executives to sustain partnerships

Skills

Partnership management

Revenue targets

GT M planning

Executive engagement

Coaching & development

AI in workflows

Technical aptitude

Interpersonal leadership

People management

Sales of bundles & platform

Partner programs & enablement

Building high-performing teams

Job description

ServiceNow seeks a Sr. Director of Build Partnerships to lead a team of Partner Managers, shaping the strategy for ISV and OEM partnerships that expand the ServiceNow Store. You will manage revenue targets, governance, and cross-functional collaboration to deliver joint value with customers.

The role emphasizes executive engagement, GTM leadership, and building a durable partner ecosystem while coaching a high-performing team to grow skills and outcomes.