Sr Director, Build Partnerships

Job description

Role Overview

As a Sr. Director of Build Partnerships, you will lead a team of Partner Managers who build and execute strategic partnerships with ISVs and OEMs that deliver applications and integrated offerings through the ServiceNow Store. You will set the strategy for the team’s partner portfolio, hold the team accountable for partner GNACV, and develop Partner Managers into trusted advisors who can run complex, multi-stakeholder partnerships on their own.

Your team’s success drives partner revenue and strengthens retention and expansion of ServiceNow’s homegrown solutions. You are measured by your team’s NNACV and by the growth of the people you lead.

Key Responsibilities

Team Revenue and Portfolio Ownership Own quarterly and annual partner GNACV targets for the team, with forecasting that leadership can rely on. Review and approve GTM business plans for each partnership, covering technical innovation, sales, marketing, business goals, and forecasts. Identify where the team should grow existing ISV partnerships and where it should enter new ISV markets. Drive strategic enterprise-wide OEM transactions that require 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, separating the outcomes they control from those they influence, and hold each person to the controllable part. Own hiring, onboarding, performance management, and career development for the team. 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 so the team operates consistently 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, and represent the team in senior partner conversations.

Evangelize the ServiceNow Technology Partnership Program internally and externally. Build the team’s relationships with partner executives so that partnerships survive changes in individual contacts.

Leadership Expectations Hungry and humble

You push the team to fight for every opportunity and stay curious about the market, the technology, and the customer, including what you don’t yet know.

Control the controllables

You separate what a Partner Manager can influence from what they can control, and you measure them on the latter. This keeps accountability fair and performance conversations productive.

Carry your own weight

You hold yourself and your team to the same standard. When a gap shows up in a forecast, a deal, or a partner relationship, you name it directly and work with the person to close it. Wow the customer, win as a team: Every partner and account conversation should delight the customer and move the team forward. You remove silos and make it easy for Partner Managers to bring in Sales, Solution Consulting, and Product support.

Leadership is developing followership

Your success is measured by how many people on your team grow into strong, independent leaders. You invest time in developing their judgment, not just managing their output.

Qualifications

Qualifications

• 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 the 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 For positions in this location, we offer a base pay of $197,220 - $325,440 , 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 compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs.

Compensation is based on the geographic location in which the role is located and is subject to change based on work location.