Senior Director, Global Partnerships - 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

What you get to do in this role:

• Be a business partner to Global Partnership leadership team
• Shape the strategy of the business, and strategic guidance in best practices of business operations influencing peers and cross functional teams.
• Own the operating plan for the business and track results and trends through KPIs and ongoing business reviews.
• Scale the Service Provider Route to Market, including Consulting & Implementation partners, and Managed Services Partners.
• Support the strategic Global Partnerships 
• Assist with forecasting, budgeting, and three-year strategy development.
• Manage and drive special strategic projects and cross functional initiatives.
• Identify and implement ways for the business to run more efficiently.
• Drive the operational cadence of a cross-functional leadership team.

Scope and Deliverables

Strategic Leadership & Business Partnership

• Be a business partner to Global Partnership leadership team, providing insights to help shape strategy and influence peers and cross-functional teams
• Lead and manage the operational strategy & roadmap for Global Partnerships GTM and internal business processes
• Structure and lead key strategic initiatives, establish and track KPIs, and develop best practices in support of Global Partnerships GTM strategy
• Act as a thought leader and business partner, providing strategic and operational direction and innovative solutions

Forecasting, Planning & Prioritization

• Lead the forecasting process to support Global Partnerships and Service Provider GTM business, implement methodologies/tools to improve accuracy
• Responsible for all aspects of GTM reporting, process optimization, quota and territory planning
• Develop prioritization process & manage planning cycles for Global Partnerships
• Collaborate with leadership to design and develop effective sales compensation plans aligned to GTM business objectives

Data, Analytics & Performance Measurement

• Leverage data and analytics to optimize partner operations and Global Partnerships GTM initiatives
• Develop and implement strategies to measure and analyze Global Partners business operational metrics
• Partner with Finance team to measure the effectiveness of partner investments/programs and optimize for impact

Operations Optimization & Enablement

• Proactively identify and implement processes/reporting that simplify, standardize, and enable operational excellence
• Implement best practices and technology solutions to streamline operations and improve business effectiveness
• Partner with key stakeholders and field to develop rules of engagement and operating guidelines for working with partners, enabling internal teams

Governance & Compliance

• Create policies and processes to ensure partner business exceeds legal and finance compliance requirements

Stakeholder Engagement & Communication

• Keep a pulse on the business, regularly preparing and presenting reviews to senior GTM leadership, communicating initiative progress, dependencies, and recommendations
• Liaise with core process, systems, BI, and IT teams to align priorities, resourcing, and project management

Qualifications

Our ideal candidate:

• 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
• Has spent time sharpening their operations and strategy skills in a management consulting, corporate strategy or corporate development function
• Understands how Enterprise SaaS businesses work and scale
• Has expertise in leading and driving cross-functional projects and initiatives
• Is very comfortable working with and advising executive audiences
• Operates fluentl