Sr Director, Build Partnerships

ServiceNow•Santa Clara, CA

About The Position

The Sr. Director of Build Partnerships leads a team of Partner Managers responsible for developing and executing strategic partnerships with ISVs and OEMs that deliver applications and integrated offerings through the ServiceNow Store. The role sets the team’s partner-portfolio strategy, owns team partner GNACV targets, and develops Partner Managers into trusted advisors capable of independently managing complex, multi-stakeholder partnerships. Success is measured by the team’s NNACV and the growth of its people. The Sr. Director owns partner portfolio performance, reviews and approves partnership go-to-market plans, identifies expansion and new-market opportunities, and drives strategic enterprise-wide OEM transactions. The role coaches and develops team members, leads hiring and performance management, establishes operating and forecasting practices, resolves cross-functional partner issues, and represents the team in executive partner engagements. It also advocates for the ServiceNow Technology Partnership Program internally and externally.

Requirements

At least 8 years of experience managing technology partnerships, OEM/ISV relationships, or enterprise software/SaaS alliances.
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 partner GTM plans 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 ability to synthesize complex business and technical issues.
Excellent interpersonal, communication, and leadership skills.
Track record of building high-performing, diverse teams.

Nice To Haves

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.

Responsibilities

Own quarterly and annual partner GNACV targets for the team and provide reliable forecasts to leadership.
Review and approve partnership go-to-market business plans covering technical innovation, sales, marketing, business goals, and forecasts.
Identify opportunities to grow existing ISV partnerships and enter new ISV markets.
Drive strategic enterprise-wide OEM transactions requiring executive sponsorship and cross-functional alignment.
Coach Partner Managers on partnership and deal strategy, QBR quality, and executive engagement through regular one-on-ones and deal reviews.
Set measurable goals for team members, distinguish controllable outcomes from outcomes they can influence, and hold them accountable for controllable results.
Lead hiring, onboarding, performance management, and career development for the team.
Identify performance gaps early and address them 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 across the portfolio.
Escalate and resolve partner issues with business units, 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.
Promote the ServiceNow Technology Partnership Program internally and externally.
Develop relationships between the team and partner executives to support continuity through changes in individual contacts.
Build a high-performing, diverse team and develop team members’ judgment and ability to lead independently.