Director, Canada Partnerships & Channels

ServiceNow

About The Position

ServiceNow’s partner ecosystem is one of our greatest competitive advantages, and Canada is one of our highest-growth markets. In this role, you will lead the partnerships and channels team for Canada, driving scalable growth through our partner ecosystem while working collaboratively with Canada Sales leadership to deliver on shared revenue goals. The ideal candidate is a proven channel and partner sales leader with deep experience driving revenue through partners across multiple direct and indirect routes to market. You bring a seller’s mindset, channel fluency, and a natural ability to build trust and alignment between partner organizations and field sales teams. You are energized by growing ecosystems, not just managing them, and you operate with accountability, transparency, and a bias toward action. This role reports to the GVP, Americas Partnerships & Channels, with a dotted-line to the GVP, Canada Sales.

Requirements

8+ years in partner management, channel sales, business development, or partner sales leadership within the enterprise software ecosystem.
Demonstrated experience leading high-performing, growth-oriented partner teams with accountability for revenue targets.
Proven track record of organically growing partner ecosystems; recruiting new partners, building coverage, and scaling through channel.
Deep channel fluency across direct and indirect routes to market such as co-sell, reseller, distribution, MSP, and hyperscaler partnerships.
Collaborative by nature with proven ability to align with field sales leadership on shared priorities and operate as one team toward common goals.
Strong understanding of the Canadian enterprise technology market, including regional dynamics and public sector channel requirements.
Excellent instincts and ability to interface at senior and C-levels with ease, both internally and with partner organizations.
Holds self and others accountable to meet commitments.
High say/do ratio with a bias toward transparency in communication.
Experience building scalable partner business plans, scorecards, and a programmatic rhythm of business.
Strong executive communication and presentation skills.
High business acumen with a sales and solution development mindset.
Capable of leading in a matrixed, dual-reporting environment with autonomy and sound judgment.
Fast-paced, high-growth company experience.
Bachelor’s Degree or equivalent

Nice To Haves

MBA a plus.

Responsibilities

Lead a team of partner managers accountable for partner-sourced revenue targets across the Canadian market, spanning both co-sell and channel sales motions.
Develop and execute joint business plans with partners that align to Canada’s go-to-market strategy, including target and priority alignment, pipeline development, executive interlocks, and pursuit coordination.
Work closely with Canada Sales leadership to ensure partner activities are fully aligned to territory priorities, coverage models, and revenue goals.
Operate as a collaborative partner to the field; one team, one shared agenda.
Drive operational rigor including forecast and pipeline reviews, monthly business reviews, QBRs, and regular executive updates on performance against targets to Partnership & Channels leadership and Canada Sales leadership.
Organically grow the Canada partner ecosystem, recruiting new partners, activating existing partners, and expanding coverage across regions, industries, and solution areas.
Navigate multiple routes to market including co-sell, reseller, MSP, distribution, and hyperscaler partnerships, deploying the right model in the right segment and strengthening the regional capability across all the routes to market.
Manage key partner relationships including executive-level engagement, governance, and joint investment planning.
Ensure the field has clear visibility into partner program updates, incentives, and best practices that help them leverage the ecosystem effectively.
Promote ServiceNow’s value proposition and capabilities to enable partners to build profitable, differentiated ServiceNow practices — including emerging AI and data solutions.
Manage teams' performance through reporting and dashboards that provide transparency into targets, results, and areas of focus.