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.
Requirements
- Experienced leader to serve as Director of GSI Partners for ServiceNow Cyber and Risk
- Own and scale Global Systems Integrator partnership strategy across North America
- Manage a team of GSI Partner Managers
- Develop and execute overall GSI partnership strategy
- Build deep, trust-based relationships with GSI practice leaders
- Drive joint pipeline generation
- Execute Joint Go-to-Market (JGTM) motions that deliver measurable revenue impact
- Serve as connective tissue between ServiceNow Cyber and Risk's product, sales, and marketing teams and GSI partners' consulting, security, and delivery organizations
- Lead team to execute against ambitious partnership goals
Work Arrangement
Remote (Worldwide) — North America
