Director, Practice Strategy - Alliances & Channels Ecosystem

Company Description

At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you. 

With more than 7,400+ customers, we serve approximately 80% of the Fortune 500, and we're proud to be one of FORTUNE's 100 Best Companies to Work For® and World's Most Admired Companies® 2022.

Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.

Job Description

• Develop the strategy to grow SI Partner sales and delivery Practices aligned to the ServiceNow products and revenue targets
• Drive cross-functional collaboration to execute the SI Practice growth strategy to meet the capacity needs of ServiceNow globally
• Collaborate with cross-function teams to enhance a SI Practice capacity model and deploy dashboards that provide Alliances with data to track Partner Practice performance and capacity
• Lead the development and management of the SI Partner Practice ‘Factory’ to build successful Partner Practices
• Provide Alliances teams with Partners who have validated SI Practices for future offering development. Recommend validated Partner Practices for future offering development.
• Maintain, track and report key metrics around SI Partner Practices including, targets and gaps, by major area, workflow, and product. Provide the numbers of Practices and key metrics to support the success of Practice building such as CSAT, critical app, impacted ACV.
• Work with the Partner Managers of the top 25 global Partners to track and align Partner Practices to the Partner’s annual business plan and priorities
• Present Executive level insights on SI Partner Practices to leadership
• Visibility and alignment with Sales and Product orgs highlighting areas of expertise and SI partner participation
• Execute on Partner Advisory Boards by Workflow supported by the Product teams
• Enlist Partners to support the release of new products into the marketplace and work with organizations such as Training and Product teams to ensure early product adoption through Partners is aligned to making the Partners successful

Qualifications

• 12+ years work experience with specific experience managing or developing SI Partner practices as a software vendor
• 5+ years as a manager
• Software industry domain expertise (preferably SaaS), and the ability to understand complex technology problems
• Ideal candidates will have experience in developing successful sales and delivery practices, meeting KPI’s associated with Practices such as CSAT, margin and sales targets aligned to company goals
• Strategic thinker, who is also execution oriented; ideally has experience driving cross functional programs or processes
• Effective at building relationships (internally and with partners), collaborating, and influencing others; experience working with senior executives/ partners in cross-company projects
• Strong communicator, able to convey complex ideas in a clear, concise manner both verbally and in writing; comfort in business and technical discussions
• Self-starter who enjoys working in a fast-paced, collaborative, and high-growth environment
• Strong team player who is also an independent thinker
• Willing to travel at least 50%.

For positions in California (outside of the Bay Area), we offer a base pay of $161,010 - $281,790, 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 compensatio