Sr Director, Build Partnerships, Santa Clara

Company Description

ServiceNow is a global market leader in AI-enhanced cloud technology, serving over 8,100 customers, including 85% of the Fortune 500®. Our platform connects people, systems, and processes so organizations can work smarter, faster, and better. We pursue our purpose to make the world work better for everyone.

Job Description

Role Overview

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.

Key Responsibilities

Team Revenue and Portfolio Ownership

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.

Coaching and Talent Development

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.

Execution Cadence and Accountability

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.

Partner Relationships and Program Advocacy

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.

Leadership Expectations

Hungry and humble: You push the team to fight for every opportunity and stay curious about the market, the technology, and the customer, including what you don’t yet know.

Control the controllables: You separate what a Partner Manager can influence from what they can control, and you measure them on the latter. This keeps accountability fair and performance conversations productive.

Carry your own weight: You hold yourself and your team to the same standard. When a gap shows up in a forecast, a deal, or a partner relationship, you name it directly and work with the person to close it.

Wow the customer, win as a team: Every partner and account conversation should delight the customer and move the team forward. You remove silos and make it easy for Partner Managers to bring in Sales, Solution Consulting, and Product support.

Leadership is developing followership: Your success is measured by how many people on your team grow into strong, independent leaders. You invest time in developing their judgment, not just managing their output.

Qualifications

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

For positions in this location, we offer a base pay of $197,220 - $325,440, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

Additional Information

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

Equal Opportunity Employer

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.

Accommodations

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance.

Export Control Regulations

For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.