VP, Global Partnerships & Channels

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

ServiceNow’s Global Partnerships & Channels organization is a key strategic pillar for the organization’s growth engine.  . We are looking for a dynamic senior leader that thrives in a fast pace working environment and can play an integral role in leading a team to manage and grow ServiceNow’s partner relationships across the breadth of the partners’ ecosystems.  

Reporting into the Senior Vice President, Global Partnerships & Channels, fulfilling this role means you will be managing the global relationship, strategy development and execution, and go-to-market functions for significant partner relationships. A successful VP enables cross collaboration between ServiceNow and our Partners that accelerates our joint position within the market.  

What you get to do in this role:  

• In this role you will develop and execute a global strategic joint business plan that drives all aspects of the partners relationship including: long and short term targets and priority alignment for both the Sell With and Sell Through motions, executive interlocks, business and relationship development, understanding partner and client priorities, ability to champion ServiceNow within and beyond the alliances team.   
• Lead a global team that consistently exceeds performance targets across multiple countries and time zones.   
• Presents and promotes ServiceNow’s value proposition and capabilities that enables the partner to build a profitable ServiceNow business. Accelerate Services innovation in targeted industries via compelling ‘Use Cases’.  
• Achieve financial targets as set out for the key Sell With and Sell Through motions  
• Manage all relationship interlocks: executive, product development, marketing, and delivery.  
• Manage all facets of our joint GTM motions and pursuit activities and co-ordinate internal resources as required to deliver successfully (e.g., Marketing, Training)   
• Ensure operational rigor including internal and external QBRs, senior executive alignment (e.g., CEO to CEO engagements) and C-suite updates.   
• Develop and execute joint solution development plans with emphasis on targeted industry markets. Work strategically to identify new industry and market use cases    
• Regular communications that promotes the success of the partnership.  
• Lead regular business performance / relationship reviews with senior management. 

Qualifications

To be successful in this role you have:

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI’s potential impact on the function or industry. 
• Excellent instincts and proven ability to interface at Senior and C-level’s with ease  
• Global virtual team management experiences  
• Has developed strategic plans on a global scale  
• A good understanding of leading Partners’ operating models  
• Superior relationship building skills across internal and partner stakeholders  
• Excellent executive communication and presentation skills  
• Proven track record of exceeding performance objectives  
• Experience and success operating within the Enterprise software market  
• Fast paced, high growth company experience  
• High business acumen with a sales, marketing, and solution development mindset  
• Capable of performing in a virtual team environment  
• Negotiation and conflict resolution skills  
• 10+ years in Global System Integrator alliance management or business development role within the enterprise software ecosystem  

JV20

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 $220,260 - $374,460, plus equity (when applicable), variable/incentive compensation