Director, Global Partner Leader

About the role

ServiceNow is on the lookout for a Director, Global Partner Leader to spearhead the strategic alliance with Wipro. This pivotal role is centered on facilitating extensive enterprise transformations and propelling revenue growth towards the ambitious target of $15 billion through the integration of AI-driven business models.

Key facts

What you'll do

• Lead the charge in revenue and pipeline expansion by overseeing various sales motions, including sell-to, sell-with, and sell-through strategies.
• Seamlessly incorporate AI across all partnership functions, enhancing everything from market entry strategies to solution development and decision-making frameworks.
• Formulate and execute multi-faceted ecosystem strategies that encompass ServiceNow, Wipro, hyperscalers, and additional partners.
• Create industry-specific use cases and collaborative intellectual property that set both organizations apart in the competitive landscape.
• Engage and influence senior stakeholders across complex, matrixed organizations to ensure alignment on mutual objectives and long-term business strategies.
• Oversee joint business initiatives, which include co-marketing efforts, enablement programs, and delivery frameworks, all supported by clear performance indicators.
• Serve as the primary advocate for the Wipro partnership within internal teams, including product development, marketing, and field sales.
• Foster a culture of innovation by leveraging AI and automation to enhance operational workflows and drive superior business results.
• Monitor and assess partnership performance, making data-driven adjustments to strategies as necessary to meet evolving market demands.
• Cultivate strong relationships with key stakeholders to ensure the successful execution of partnership initiatives and objectives.
• Champion the development of training and enablement resources for internal teams to maximize the effectiveness of the partnership.
• Stay abreast of industry trends and competitive landscape to inform strategic decisions and partnership direction.

Requirements

• A minimum of 15 years of experience in strategic partnerships within the SaaS or enterprise technology sectors, particularly with Global System Integrators, outsourcing firms, or advisory organizations.
• A proven track record of leading innovative business models and driving organizational change.
• Demonstrated expertise in leveraging AI, data analytics, and automation to enhance workflows and expedite business outcomes.
• Experience in managing complex partnership models involving multiple parties, including ISVs and hyperscalers.
• Strong executive presence, capable of navigating intricate, matrixed environments effectively.
• A history of consistently meeting or exceeding quotas while managing multi-million-dollar business plans.
• In-depth knowledge of Wipro and an understanding of how large-scale system integrators deliver value to customers.
• Exceptional communication skills, with the ability to articulate complex concepts to diverse audiences.
• Strong analytical skills, with a focus on data-driven decision-making.

Nice to have

• Familiarity with emerging technologies and trends in the enterprise software landscape.
• Experience in international markets and understanding of global partnership dynamics.
• Advanced degree in business, technology, or a related field.
• Previous experience in a leadership role within a high-growth technology company.

Skills & tools

• Proficient in AI-driven operational leadership.
• Expertise in managing multi-party ecosystems effectively.
• Strong background in enterprise-level go-to-market strategies.
• Financial planning and governance capabilities.
• Proven ability to align executive stakeholders around shared goals and objectives.

Practical notes

• The salary range for this position is between $145,920 and $217,080, in addition to equity, variable incentive compensation, and comprehensive benefits.
• Benefits include health insurance plans, a 401(k) plan with matching contributions, employee stock purchase plan (ESPP), matching donations, and flexible time-off policies.
• Employment is subject to compliance with U.S. export control regulations where applicable.
• ServiceNow is committed to being an equal opportunity employer. Candidates requiring accommodations during the application process can reach out to globaltalentss@servicenow.com.

About the company

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®.