Director, GTM Operations

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

Role

The Director, GTM Operations will lead strategy and business operations for the MSP Embedded GTM and Digital capabilities. This includes handling executive-level special projects and working collaboratively and cross-functionally with other global functions and business teams. The strategy, planning and business operations team interacts with virtually every aspect of the company, with some members embedded within other teams. This is a highly matrixed organization operating in a dynamic, high-growth global business environment.

What you will get to do: 

• Be a business partner to MSP/Global Partners including MSP Embedded team, providing insights to help shape the strategy of the business, and strategic guidance in best practices of business operations influencing peers and cross functional teams
• Lead the forecasting process to support the global partners GTM business, implement forecasting methodologies and tools to improve accuracy and visibility
• Leverage data and analytics to optimize partner operations and MSP Embedded GTM initiatives
• Responsible for all aspects of GTM reporting, process optimization, quota and territory planning
• Collaborate with leadership to design and develop effective sales compensation plans aligned to MSP Embedded GTM business objectives
• Set up out Partner-led quoting capabilities, including integration across CPQ and CRM
• Develop prioritization process & manage planning cycles for MSP Embedded GTM
• Develop and implement comprehensive business strategies to effectively measure and analyze key Resell business operational metrics
• Proactively identify and implement operational processes and/or reporting that simplify, standardize and enable operational excellence
• Implement best practices and technology solutions to streamline operations and enhance overall business effectiveness
• Keeping a pulse on the business, you will regularly prepare and present business reviews to senior Resell GTM leadership, communicate initiative progress and dependencies, and provide recommendations to accelerate results earning the trust and support of your stakeholders
• Lead and manage the operational strategy & digital roadmap for partner/channel domain,
• Liaise with core process, systems, BI and IT teams to align priorities, resourcing and project management
• Structure and lead key strategic initiatives, establish and track KPIs, and develop best practices in support of MSP Embedded GTM strategy
• Partner with key stakeholders and field to develop rules of engagement and establish operating guidelines for working with partners and enable internal teams on those guidelines
• Create policies and processes to ensure partner business is exceeding legal and finance compliance

Qualifications

Our ideal candidate: 

• 12+ years relevant work experience; prior experience in go-to-market, strategic, operational roles, digital capabilities for the channel, including project and budget management
• Demonstrated track record delivering business and organizational outcomes
• Superb leadership and influencing skills; ability to work collaboratively and cross-functionally
• Excellent people management skills and experience; ability to build strong, diverse, high performing teams
• Passion for and demonstrated success understanding and fulfilling internal or external customer needs; problem-solver, entrepreneurial mindset
• Executive presence, strong verbal and written communication
• Ability to manage change and ambiguity with an action-orientation/drive – must thrive in a dynamic global environment
• High energy, strong work ethic, disciplined execution skills, willingness to do whatever it takes to deliver results

Not sure if you meet every qualification? We still encourage you to apply! We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candidate!

For positions in this location, we offer a base pay of $173,100 - $302,