ServiceNow
Global Technology Industry Partner Go to Market Lead – Director
ServiceNow, Santa Clara, California, us, 95053
Company Description
It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI‑enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud‑based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.
Job Description About the Team:
The Global Industries and Solution team brings the voice of the customer to the center of all we do resulting in outsized growth for ServiceNow in key industries and solution areas. As the Partner GTM lead for Technology Industry, you will develop and execute a GTM strategy aligned with key stakeholders (Industry GTM, Field, Product Marketing, GPC) focused on a subset of key partners across all channels. Your work will also be leveraged to scale and activate the industry across our ecosystem.
This role is AMS based and will join our GI&S Partner GTM team and will collaborate with our partners and cross‑functional stakeholders to design new GTM and commercial models to address the most important industry imperatives for our customers, accelerating ServiceNow’s growth to $20B and beyond.
This role requires deep industry expertise, strong strategic and operational capabilities, and a proven track record of delivering measurable results through a partner ecosystem. Success will be measured by the pipeline and revenue generated through the partner ecosystem for Technology industry globally.
What you get to do: GTM Strategic Planning, Alignment and Execution
Employ an AI centric, AI first approach to GTM strategy and execution
Serve as a trusted advisor and business partner to the Technology Industry GTM team
Translate company vision and industry strategy into actionable partner GTM plans
Develop compelling recommendations, communicated in high‑quality output
Lead cross‑team forums to ensure alignment and outcomes
Deliver insights and intelligence to leaders and teams within and outside of GI&S
Help prioritize key projects and allocate resources effectively
Cultivate Mutually Beneficial Partner Relationships
Through established and new industry partner relationship identify areas of opportunity
Collaborate with partner executives to develop clear and actionable GTM plans
Ensure partner and ServiceNow executives are aligned on targets, metrics, governance
Lead initiatives to increase demand, grow and progress pipeline, and close deals
Lead joint business reviews with top partners
Cross‑Functional Leadership
Serve as important conduit between GI&S and GPC for Tech industry globally
Coordinate and help break down silos and foster collaboration
Ensure timely execution and high‑quality deliverables against priorities
Culture & Team Ambassador
Lead by example, demonstrating our company values
Ensure cross‑team and cross‑functional collaboration
Be a culture force‑multiplier
Qualifications To be successful in this role you have:
7‑10 years working for/ with Global System Integrators or Enterprise software companies
Proven experience working with a multiple channel partner ecosystem to drive results
Technology industry (Data Center, Cloud, Hi‑Tech and Service Providers) knowledge and experience highly preferred
Strong network of industry executives in both partner and client environments
Strong commercial and business acumen; proven results growing channel business
Demonstrated experience balancing strategy and execution in prior roles
Ability to integrate AI into work processes, decision‑making, or problem‑solving
Ability to align, localize and execute joint GTM strategy and multi‑year business plans
Equally comfortable in business and technical discussions
Strong collaboration and influence skills at all levels
Expert level capability in developing and delivering executive‑level communications (ppt)
Experience with the follow channels: SI, GSI, MSP, ISV, Resellers, and Hyperscalers
High energy, disciplined execution and prioritization skills
Self‑directed, can multitask in fast‑paced and often ambiguous environments
Bachelor’s degree required; consulting experience preferred
For positions in this location, we offer a base pay of $159,420 - $263,100, 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, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, 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 globaltalentss@servicenow.com 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.
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Job Description About the Team:
The Global Industries and Solution team brings the voice of the customer to the center of all we do resulting in outsized growth for ServiceNow in key industries and solution areas. As the Partner GTM lead for Technology Industry, you will develop and execute a GTM strategy aligned with key stakeholders (Industry GTM, Field, Product Marketing, GPC) focused on a subset of key partners across all channels. Your work will also be leveraged to scale and activate the industry across our ecosystem.
This role is AMS based and will join our GI&S Partner GTM team and will collaborate with our partners and cross‑functional stakeholders to design new GTM and commercial models to address the most important industry imperatives for our customers, accelerating ServiceNow’s growth to $20B and beyond.
This role requires deep industry expertise, strong strategic and operational capabilities, and a proven track record of delivering measurable results through a partner ecosystem. Success will be measured by the pipeline and revenue generated through the partner ecosystem for Technology industry globally.
What you get to do: GTM Strategic Planning, Alignment and Execution
Employ an AI centric, AI first approach to GTM strategy and execution
Serve as a trusted advisor and business partner to the Technology Industry GTM team
Translate company vision and industry strategy into actionable partner GTM plans
Develop compelling recommendations, communicated in high‑quality output
Lead cross‑team forums to ensure alignment and outcomes
Deliver insights and intelligence to leaders and teams within and outside of GI&S
Help prioritize key projects and allocate resources effectively
Cultivate Mutually Beneficial Partner Relationships
Through established and new industry partner relationship identify areas of opportunity
Collaborate with partner executives to develop clear and actionable GTM plans
Ensure partner and ServiceNow executives are aligned on targets, metrics, governance
Lead initiatives to increase demand, grow and progress pipeline, and close deals
Lead joint business reviews with top partners
Cross‑Functional Leadership
Serve as important conduit between GI&S and GPC for Tech industry globally
Coordinate and help break down silos and foster collaboration
Ensure timely execution and high‑quality deliverables against priorities
Culture & Team Ambassador
Lead by example, demonstrating our company values
Ensure cross‑team and cross‑functional collaboration
Be a culture force‑multiplier
Qualifications To be successful in this role you have:
7‑10 years working for/ with Global System Integrators or Enterprise software companies
Proven experience working with a multiple channel partner ecosystem to drive results
Technology industry (Data Center, Cloud, Hi‑Tech and Service Providers) knowledge and experience highly preferred
Strong network of industry executives in both partner and client environments
Strong commercial and business acumen; proven results growing channel business
Demonstrated experience balancing strategy and execution in prior roles
Ability to integrate AI into work processes, decision‑making, or problem‑solving
Ability to align, localize and execute joint GTM strategy and multi‑year business plans
Equally comfortable in business and technical discussions
Strong collaboration and influence skills at all levels
Expert level capability in developing and delivering executive‑level communications (ppt)
Experience with the follow channels: SI, GSI, MSP, ISV, Resellers, and Hyperscalers
High energy, disciplined execution and prioritization skills
Self‑directed, can multitask in fast‑paced and often ambiguous environments
Bachelor’s degree required; consulting experience preferred
For positions in this location, we offer a base pay of $159,420 - $263,100, 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, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, 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 globaltalentss@servicenow.com 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.
#J-18808-Ljbffr