Sr Director, Build Partnerships

ServiceNow•Santa Clara, CA

1d•$197,220 - $325,440•Hybrid

About The Position

As a Sr. Director of Build Partnerships, you will lead a team of Partner Managers who build and execute strategic partnerships with ISVs and OEMs that deliver applications and integrated offerings through the ServiceNow Store. You will set the strategy for the team’s partner portfolio, hold the team accountable for partner GNACV, and develop Partner Managers into trusted advisors who can run complex, multi-stakeholder partnerships on their own. Your team’s success drives partner revenue and strengthens retention and expansion of ServiceNow’s homegrown solutions. You are measured by your team’s NNACV and by the growth of the people you lead.

Requirements

8+ years of experience managing technology partnerships, OEM/ISV relationships, or enterprise software/SaaS alliances, including at least 2 years leading people or teams
Proven track record of meeting or exceeding revenue targets through partner or enterprise sales
Experience developing and executing strategic GTM plans with partners, covering sales, marketing, and forecasting
Demonstrated ability to sell to and influence C-level executives across Product and IT organizations
Experience coaching and developing individual contributors into strong performers
Experience with AI in work processes, decision-making, or problem-solving, including using AI-driven insights to inform planning and forecasting
Strong technical aptitude and the ability to synthesize complex business and technical issues
Excellent interpersonal, communication, and leadership skills
Prior experience as a first-line manager of Partner Managers, Alliance Managers, or Account Executives
Experience selling both application bundles and platform deployments
Experience building partner programs, playbooks, or enablement at scale
Track record of building high-performing, diverse teams

Responsibilities

Own quarterly and annual partner GNACV targets for the team, with forecasting that leadership can rely on.
Review and approve GTM business plans for each partnership, covering technical innovation, sales, marketing, business goals, and forecasts.
Identify where the team should grow existing ISV partnerships and where it should enter new ISV markets.
Drive strategic enterprise-wide OEM transactions that require executive sponsorship and cross-functional alignment.
Coach Partner Managers on partnership strategy, deal strategy, QBR quality, and executive engagement through regular 1:1s and deal reviews.
Set clear, measurable goals for each team member, separating the outcomes they control from those they influence, and hold each person to the controllable part.
Own hiring, onboarding, performance management, and career development for the team.
Identify gaps early and address them directly, with documented expectations and follow-through.
Establish and run the team’s operating cadence, including pipeline reviews, forecast calls, and partner business reviews.
Standardize partner planning, enablement, and forecasting practices so the team operates consistently across the portfolio.
Escalate and resolve partner issues with BUs, Sales, Marketing, Operations, Legal, Solution Consulting, and Product teams.
Lead partner engagement through QBRs and executive check-ins, and represent the team in senior partner conversations.
Evangelize the ServiceNow Technology Partnership Program internally and externally.
Build the team’s relationships with partner executives so that partnerships survive changes in individual contacts.