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Salary: USD 115,000 - 215,000 / annual
ServiceNow is seeking an experienced Director of GSI Partners for its Cyber and Risk division to own and scale the Global Systems Integrator partnership strategy across North America. This is a strategic leadership role managing a team of GSI Partner Managers, responsible for developing and executing the overall GSI partnership strategy, building trust-based relationships with major GSI practice leaders (Accenture, Deloitte, KPMG, IBM, Cognizant, and others), driving joint pipeline generation, and executing Joint Go-to-Market motions that deliver measurable revenue impact.
You will serve as the connective tissue between ServiceNow Cyber and Risk's product, sales, and marketing teams and GSI partners' consulting, security, and delivery organizations. Key responsibilities include recruiting and leading a high-performing team of GSI Partner Managers with clear performance expectations; coaching and mentoring on partnership strategy, pipeline generation, and revenue acceleration; developing overall GSI strategy and targeting partners aligned with company growth objectives; serving as Executive Sponsor and primary escalation point for partnership matters; building joint business plans with each GSI partner and measuring performance regularly; participating in Partner QBRs and driving performance improvements; collaborating with Sales and Service Leadership on joint pipeline generation and customer delivery; aligning partnership strategy with company priorities through executive-level QBR cadence; engaging with Enablement and Partner SE teams to ensure proper tools and training; helping RPMs with Strategic GSI Partner engagement and account strategy alignment; and working with Partner Marketing teams on joint events, campaigns, and performance tracking.
ServiceNow is the AI control tower for business reinvention, with an AI platform that brings together any AI, any data, and any workflow. The company's Cyber and Risk division, combined with Identity Security capabilities, is building an autonomous defense platform for the Agentic Enterprise.
Requirements:
- Minimum 10 years working at cybersecurity vendors and with their GSI Partners
- Minimum 4 years managing a team focused on GSI relationships, partner development, and go-to-market execution
- Proven track record of building and leading high-performing, revenue-focused teams in a partnership or channel environment
- Demonstrated relationships and knowledge of major GSI Partners including Accenture, Deloitte, KPMG, IBM, Cognizant, and other major GSIs
- Strong technical understanding of the cybersecurity landscape, vendors, and how ServiceNow Cyber and Risk fits into enterprise security architectures
- Excellent leadership and presentation skills with ability to engage and influence C-level stakeholders internally and externally
- Experience working in complex, high-growth, matrixed organizations with ability to navigate competing priorities
- Sales acumen and full knowledge of sales cycles and how GSI Partners influence customer buying decisions across different selling stages
