Director, C&I GTM Strategy - ServiceNow

Company Description

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.

Join us to put AI to work for people.

Job Description

About the Role

ServiceNow's Global Consulting & Implementation (C&I) organization is at the center of one of the most consequential transformations in enterprise software — moving from transactional partner relationships to deep co-innovation and co-creation with the world's leading systems integrators, hyperscalers, and frontier AI companies.

We are looking for a Director of C&I GTM Strategy to help architect and accelerate that transformation. This is a high-visibility, high-impact role that sits at the intersection of partner strategy, revenue growth, and business model evolution. You will be a key partner to the C&I GVP and leadership team, working across C&I partners — to build the GTM engine that drives new logo growth, co-innovation at scale, and partner-led pipeline.

This role is for a builder — someone who can think strategically, operate with rigor, and influence across a matrixed organization without formal authority.

What You Will Do

Co-Innovation and Business Model Evolution

• Partner with Global Partner Leaders and C&I leadership to design and operationalize co-innovation frameworks — moving from ideation to joint solution development to geo-scale
• Develop and evolve partner business models: revenue share, royalty structures, consumption-based metering for Built-On and embedded solutions, and field incentive design
• Build the measurement framework for co-innovation — defining what success looks like and how we track it

New Logo and Breadth GTM

• Design and execute a breadth channel model that activates partner sellers at scale — territory mapping, deal registration, early attach programs, and sourcing incentives
• Develop repeatable play packages that partner sellers can run independently across industry verticals and geos
• Partner with hyperscaler teams (AWS, Azure, GCP) to leverage co-sell motions and marketplace as a new logo engine

Partner GTM Strategy

• Build and maintain C&I GTM strategic plans — clear pathways to revenue targets across sourced pipeline, sell-through, and impacted metrics
• Drive strategy and execution excellence across the C&I portfolio
• Develop competitive intelligence around GSI delivery models — and sharpen ServiceNow's differentiation accordingly

Agentic AI and Frontier AI Positioning

• Work with C&I partners to position ServiceNow's agentic AI capabilities as the co-innovation growth engine
• Develop partner-specific narratives around AI platform, Autonomous IT, and Built-On that translate to pipeline and new logo motion
• Track and respond to the evolving competitive landscape — including partner acquisitions and their implications for the ecosystem

Operating Model and Insight

• Partner with Biz Ops to build insight-led analytics — moving from data delivery to strategic analysis that informs business model decisions
• Lead QPR and account review preparation — ensuring every partner review surfaces the why, the so what, and the action
• Drive forecasting alignment across geos and global to improve linearity and close process

Qualifications

What You Bring

• 15+ years in partner strategy, business development, GTM, or management consulting — ideally with direct experience working with or inside GSIs or large SIs
• Exceptional emotional intelligence and executive maturity — this is a behind-the-scenes role that puts the business first. Success here is measured by the outcomes you enable in others, not personal visibility. You influence through trust, credibility, and relationships — never authority. You read the room, build bridges across competing priorities, and make the people around you more effective. High EQ is non-negotiable.
• Exceptional ability to influence without authority across a matrixed, global organization
• Proven ability to design and operationalize partner GTM models at scale — breadth activation, co-sell motions, and partner economic des