Director Partner Business Development – Partner Transformation

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

As a Director of Partner Business Development – partner Transformation leader for the Americas, you will be responsible for leading and a team who will be driving business development initiatives that enable partners to embed ServiceNow’s AI, CRM, and emerging technologies into their go-to-market motions and customer solutions.

This Director level role focuses on penetrating partner organizations, ensuring that CRM, AI, and emerging technology transformation becomes a core part of their business and reference architectures. You will identify and activate partners capable of delivering measurable impact—building increased partner capability and capacity to ensure joint pipeline via new design wins and partner offers support our growth in both CRM and AI across both our core sales team and CRM specialist sales organization.

The ideal candidate will combine strategic business acumen, partner ecosystem knowledge, and execution excellence to expand ServiceNow technology and RTMs across the Americas region.

Key Responsibilities

• Director Level Leadership: leading a team of senior business development managers to drive growth across key technologies, leading reference architecture design discussions, partner go-to-market via our routes-to-market strategies, and developing shared demand generation activities based upon those partner solutions and offers.
• Partner Engagement & Penetration: This team will engage directly with key ServiceNow partners across the Americas to ensure their business strategies and solution architectures incorporate ServiceNow’s CRM & AI technologies. Identify key CRM  & AI transformation opportunities within partner practices and translate them into actionable go-to-market plays.
• Business Development & Pipeline Creation: Develop and activate business development plans with partners to build joint CRM & AI  pipeline focused on delivering measurable business outcomes. Collaborate with ServiceNow core sellers and specialist sellers and field sales to drive early wins and fast execution through aligned account planning and opportunity pursuit.
• Practice Activation: Guide partners through business case creation and operational planning for technology adoption. Enable partners to position ServiceNow as a driver of customer transformation and revenue growth.
• Joint Go-to-Market & Execution: Partner with marketing, sales, and operations teams to deliver joint campaigns, customer events, and enablement activities that drive ServiceNow awareness and opportunity generation. Influence partners’ reference architectures to ensure CRM and AI are integrated as a foundational element in their solution portfolios.
• Customer Design Wins: Collaborate with partners and ServiceNow sales and  specialist teams to secure early customer design wins that demonstrate the value of ServiceNow transformation. Capture customer success stories and use them to scale best practices across the ecosystem.
• Insight & Feedback Loop: Bring partner and market insights back into ServiceNow to inform technology strategy, enablement, and partner acceleration programs.

Qualifications

• 12+ years of proven experience in leading partner business development teams , ISV/channel sales, or enterprise software business development in the Americas.
• Proven success driving partner-led business development and joint pipeline creation.
• Deep understanding of the CRM and AI  market and how partners build and monetize CRM practices.
• Experience working within complex, global partner ecosystems (System Integrators, ISVs, Cloud Service Providers).
• Strong ability to influence partners’ business strategies and architectural roadmaps.
• Proven ability to collaborate across matrixed teams—partner sales, solution specialists, and marketing.
• Excellent executive presence, communication, and relationship management skills.
• Results-oriented mindset, with measurable success in pipeline acceleration and customer impact.
• Fluency in English required; Spanish or Portuguese a strong plus.

Success Measures

• Number of partners integrating ServiceNow into their business strategy and reference architectures.