Director, C&I GTM Strategy - ServiceNow

ServiceNow•Philadelphia, PA

5d•Remote

About The Position

ServiceNow's Global Consulting & Implementation (C&I) organization is at the center of one of the most consequential transformations in enterprise software — moving from transactional partner relationships to deep co-innovation and co-creation with the world's leading systems integrators, hyperscalers, and frontier AI companies. This is a high-visibility, high-impact role that sits at the intersection of partner strategy, revenue growth, and business model evolution. You 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 is for a builder — someone who can think strategically, 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 — this is a behind-the-scenes role that puts the business first. Success here is measured by the outcomes you enable in others, not personal visibility. You influence through trust, credibility, and relationships — never authority. You read the room, build bridges across competing priorities, and make the 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 — breadth activation, co-sell motions, and partner economic design
Deep understanding of enterprise software go-to-market — 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: 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 what success looks like and how we track it
Design and execute a breadth channel model that activates partner sellers at scale — territory mapping, deal registration, early attach programs, and sourcing incentives
Develop repeatable play packages that partner sellers can 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 — 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 — and sharpen ServiceNow's differentiation accordingly
Work with C&I partners to position ServiceNow's agentic AI capabilities as the 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, the so what, and the action
Drive forecasting alignment across geos and global to improve linearity and close process