Director, C&I GTM Strategy - ServiceNow

ServiceNow•Philadelphia, PA

4d•Remote

About The Position

ServiceNow's Global Consulting & Implementation (C&I) organization is seeking a Director of C&I GTM Strategy to architect and accelerate the transformation from transactional partner relationships to deep co-innovation and co-creation with leading systems integrators, hyperscalers, and frontier AI companies. This high-visibility, high-impact role sits at the intersection of partner strategy, revenue growth, and business model evolution. The Director will be a key partner to the C&I GVP and leadership team, working across C&I partners to build the GTM engine that drives new logo growth, co-innovation at scale, and partner-led pipeline. This role requires a strategic thinker who can operate with rigor and influence across a matrixed organization without formal authority.

Requirements

15+ years in partner strategy, business development, GTM, or management consulting, ideally with direct experience working with or inside GSIs or large SIs.
Exceptional emotional intelligence and executive maturity.
Ability to influence through trust, credibility, and relationships, not authority.
Proven ability to read the room, build bridges across competing priorities, and make people around you more effective.
High EQ is non-negotiable.
Exceptional ability to influence without authority across a matrixed, global organization.
Proven ability to design and operationalize partner GTM models at scale, including breadth activation, co-sell motions, and partner economic design.
Deep understanding of enterprise software go-to-market, including sourced pipeline, sell-through, impacted revenue, and the levers that move each.
Experience working with AI platforms, agentic AI, or cloud/hyperscaler ecosystems and translating that into partner strategy and field motion.
Strong analytical mindset — able to move from data to insight to action, and build the frameworks that make that repeatable.
Executive presence — comfortable in the room with GSI C-suite, ServiceNow GEO leaders, and internal SVP/EVP stakeholders.

Responsibilities

Partner with Global Partner Leaders and C&I leadership to design and operationalize co-innovation frameworks, moving from ideation to joint solution development to geo-scale.
Develop and evolve partner business models, including revenue share, royalty structures, consumption-based metering for Built-On and embedded solutions, and field incentive design.
Build the measurement framework for co-innovation, defining success metrics and tracking methods.
Design and execute a breadth channel model to activate partner sellers at scale, including territory mapping, deal registration, early attach programs, and sourcing incentives.
Develop repeatable play packages for partner sellers to run independently across industry verticals and geos.
Partner with hyperscaler teams (AWS, Azure, GCP) to leverage co-sell motions and marketplace as a new logo engine.
Build and maintain C&I GTM strategic plans, outlining clear pathways to revenue targets across sourced pipeline, sell-through, and impacted metrics.
Drive strategy and execution excellence across the C&I portfolio.
Develop competitive intelligence around GSI delivery models to sharpen ServiceNow's differentiation.
Work with C&I partners to position ServiceNow's agentic AI capabilities as a co-innovation growth engine.
Develop partner-specific narratives around AI platform, Autonomous IT, and Built-On that translate to pipeline and new logo motion.
Track and respond to the evolving competitive landscape, including partner acquisitions and their implications for the ecosystem.
Partner with Biz Ops to build insight-led analytics, moving from data delivery to strategic analysis that informs business model decisions.
Lead QPR and account review preparation, ensuring every partner review surfaces the 'why,' 'so what,' and 'action.'
Drive forecasting alignment across geos and global to improve linearity and close process.