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Salary: USD 197,220 - 325,440 / annual
ServiceNow is seeking a Senior Director of Build Partnerships to lead a team of Partner Managers responsible for building and executing strategic partnerships with ISVs and OEMs that deliver applications and integrated offerings through the ServiceNow Store.
In this role, you will own the strategy for the team's partner portfolio, hold the team accountable for partner GNACV (Gross New Annual Contract Value), and develop Partner Managers into trusted advisors capable of managing complex, multi-stakeholder partnerships independently. Your team's success directly drives partner revenue and strengthens retention and expansion of ServiceNow's homegrown solutions, with your performance measured by team NNACV and the growth of the people you lead.
Key responsibilities include:
**Team Revenue and Portfolio Ownership:** Own quarterly and annual partner GNACV targets with reliable forecasting for leadership. Review and approve GTM business plans for each partnership covering technical innovation, sales, marketing, business goals, and forecasts. Identify opportunities to grow existing ISV partnerships and enter new markets. Drive strategic enterprise-wide OEM transactions requiring executive sponsorship and cross-functional alignment.
**Coaching and Talent Development:** Coach Partner Managers on partnership strategy, deal strategy, QBR quality, and executive engagement through regular 1:1s and deal reviews. Set clear, measurable goals for each team member, distinguishing controllable outcomes from those they influence. Own hiring, onboarding, performance management, and career development. Identify gaps early and address them directly with documented expectations and follow-through.
**Execution Cadence and Accountability:** Establish and run the team's operating cadence including pipeline reviews, forecast calls, and partner business reviews. Standardize partner planning, enablement, and forecasting practices across the portfolio. Escalate and resolve partner issues with BUs, Sales, Marketing, Operations, Legal, Solution Consulting, and Product teams.
**Partner Relationships and Program Advocacy:** Lead partner engagement through QBRs and executive check-ins, representing the team in senior partner conversations. Evangelize the ServiceNow Technology Partnership Program internally and externally. Build team relationships with partner executives to ensure partnerships survive individual contact changes.
Leadership expectations emphasize being hungry and humble, controlling the controllables, carrying your own weight, delighting customers while winning as a team, and developing followership by growing strong independent leaders on your team.
**Requirements:**
- 8+ years of experience managing technology partnerships, OEM/ISV relationships, or enterprise software/SaaS alliances, including at least 2 years leading people or teams
- Proven track record of meeting or exceeding revenue targets through partner or enterprise sales
- Experience developing and executing strategic GTM plans with partners covering sales, marketing, and forecasting
- Demonstrated ability to sell to and influence C-level executives across Product and IT organizations
- Experience coaching and developing individual contributors into strong performers
- Experience with AI in work processes, decision-making, or problem-solving, including using AI-driven insights to inform planning and forecasting
- Strong technical aptitude and ability to synthesize complex business and technical issues
- Excellent interpersonal, communication, and leadership skills
- Prior experience as a first-line manager of Partner Managers, Alliance Managers, or Account Executives
- Experience selling both application bundles and platform deployments
- Experience building partner programs, playbooks, or enablement at scale
- Track record of building high-performing, diverse teams
