Senior Director, Strategic Partnerships & Alliances

ServiceNow; Santa Clara (CA); On-site; USD 197,000 - 325,000; Full time

Job summary

ServiceNow is seeking a Sr. Director of Build Partnerships to lead a team of Partner Managers who build and execute strategic partnerships with ISVs and OEMs delivering applications and integrated offerings through the ServiceNow Store.

You will set the strategy for the team’s partner portfolio, hold leadership accountable for GNACV, and develop Partner Managers into trusted advisors capable of running complex partnerships.

Qualifications

• 8+ years managing technology partnerships or enterprise software alliances
• At least 2 years leading people
• Proven revenue target achievement through partnerships or enterprise sales
• Experience developing and executing strategic GTM plans with partners
• Ability to influence C-level executives across Product and IT
• Experience coaching and developing individual contributors
• Experience with AI in work processes and forecasting
• Track record of building high-performing, diverse teams

Responsibilities

• Own quarterly and annual partner NNACV targets with reliable forecasting
• Review GTM plans for each partnership covering tech, sales, marketing, goals, forecasts
• Identify growth areas in existing ISV partnerships and new markets
• Drive OEM transactions requiring executive sponsorship and cross-functional alignment
• Coach Partner Managers on strategy, deal strategy, QBR quality and executive engagement
• Set measurable goals and manage people accordingly
• Own hiring, onboarding, performance management, and career development
• Establish and run operating cadence: pipeline reviews, forecast calls, partner reviews
• Standardize planning, enablement, forecasting across portfolio
• Escalate and resolve issues with BUs, Sales, Marketing, Operations, Legal, Solution Consulting, Product
• Lead partner engagement through QBRs and executive check-ins
• Evangelize the ServiceNow Technology Partnership Program
• Build relationships with partner executives to survive changes
• Lead with humility, push for opportunities, stay curious about market and technology

Skills

Partner management

C-level engagement

Strategic GTM planning

Leadership / people management

AI in business processes

Job description

ServiceNow is seeking a Sr. Director of Build Partnerships to lead a team of Partner Managers who build and execute strategic partnerships with ISVs and OEMs delivering applications and integrated offerings through the ServiceNow Store.

You will set the strategy for the team’s partner portfolio, hold leadership accountable for GNACV, and develop Partner Managers into trusted advisors capable of running complex partnerships.