Director, Partner Management, AMS

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
ServiceNow is seeking a Director to lead our AMS Strategic Managed Partners program - a portfolio of high-priority regional Systems Integrators (SIs) and strategic consulting partners across the Americas. This leader owns the full FY26 Partner Operating Model for a defined set of managed partners: driving joint Business Plans, building partner practice maturity, and delivering measurable ACV influence and NNACV growth aligned to ServiceNow's Northstar priorities of AI, Data, Workflows, and Security.
This role combines strategic vision with hands-on execution - managing a team of Partner Managers while personally leading executive relationships, pipeline discipline, and cross-functional alignment across the partner lifecycle.
What You Get to Do in This Role
Partner Management & Business Planning

• Lead and grow go-to-market partnerships with AMS strategic managed partners - regional SIs and strategic consulting firms - anchoring all activity to joint Business Plans aligned to FY26 Northstar priorities.
• Manage a team of Partner Managers across the Americas, setting direction and building world-class execution capability.
• Drive Executive Alignment between partner leadership and ServiceNow senior executives, establishing shared vision, co-investment commitments, and strategic priorities.
• Own key partnership areas including strategy development, stakeholder engagement plans, joint solution offerings, tactical execution, and alignment of go-to-market functions.
• Increase ServiceNow's Annual Contract Value (ACV) influenced through strategic partners by converting business plans into qualified pipeline and closed revenue.
• Be ServiceNow's primary advocate for strategic partner differentiated offerings and value - championing partner capabilities internally and in the market.

Partner Lifecycle Execution

• Own and orchestrate the full Partner Lifecycle - Executive Alignment, Demand Generation, Enablement, Sales Engagement, Transaction/DealReg, Implementation, and Adoption/Value Realization.
• Build pipeline and drive qualified opportunities through co-sell motions, Prospective Tuesdays, and joint demand generation with managed partners.
• Facilitate and coordinate go-to-market resources and internal supporting functions (including Legal, Finance, Marketing, Solution Consulting) to deliver desired outcomes.
• Conduct day-to-day program management with relevant internal and partner stakeholders; play a 'quarterback' role to manage competing cross-functional priorities.
• Ensure flawless deal execution and DealReg discipline - driving transaction velocity and partner accountability through the sales cycle.
• Champion partner-led customer adoption and value realization post-implementation, closing the loop on the partner profitability journey.

Business AI & Innovation

• Leverage Business AI tools - including Claude AI as a Sales Coach and productivity accelerator - to upskill Partner Manager teams and drive more efficient, insight-led partner engagement.
• Identify and develop partner go-to-market opportunities around AI-powered ServiceNow offerings, including NowAssist, EmployeeWorks, and emerging AI platform capabilities.
• Champion the integration of AI into partner workflows, decision-making, and co-sell motions - creating scalable, repeatable engagement models.
• Explore how AI can transform partner program operations, from pipeline tracking to executive reporting, and drive adoption of these capabilities across the team.

Practice Development & Partner Profitability

• Drive partner practice development across ServiceNow solution areas - tracking services utilization, resource capacity, certification levels, and delivery quality.
• Monitor and improve adoption metrics across the managed partner portfolio - measuring product adoption maturity and partner-led customer value outcomes.
• Build and grow Transactional (Trans-RTM) revenue, enabling managed partners to operate profitably and independently across the partner lifecycle.
• Guide partners along the Partner Lifecycle to Profitability framework - from initial engagement to self-sufficient, high-performing ServiceNow practices.

Impact, Measurement & Reporting

• Operate within the KPI & OKR framework aligned to top-down leadership direction - tracking pipeline velocity, PRO goals, and progress against NNACV targets.
• Build and maintain activity and performance reports and dashboards that provide real-time visibility into partner health, deal progression, and ACV influence.
• Work closely with the executive team and internal functional leaders to drive action, resolve blockers, and build accountability across the partner ecosystem.
• Deliver regular business reviews with partner executives tied to shared Business Plan milestones and ServiceNow growth commitments.

Qualifications
To be successful in this role you have:

• 10+ years of work experience in partner management, business development, channels, or alliance roles - with specific experience managing regional SIs, strategic managed partners, or other deal-oriented partnerships at scale.
• 5+ years as a people manager, leading teams of Partnership Sales, Alliance, and Channels professionals.
• Demonstrated ability to own and execute joint Business Plans that translate to measurable ACV influence and pipeline outcomes.
• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving - including using AI-powered tools, automating workflows, or analyzing AI-driven insights.
• Software industry domain expertise (preferably SaaS/PaaS), and the ability to understand and engage on complex technology and platform problems.
• Strong background in Partner Alliance Management, with fluency in the full partner lifecycle from onboarding through practice maturity and value realization.
• Strategic thinker who is also execution-oriented - ideally with experience driving cross-functional programs or processes across Sales, Marketing, Product, Legal, and Finance.
• Effective at building relationships (internally and with partners), collaborating, and influencing others - including senior executives and C-suite stakeholders in cross-company settings.
• Strong communicator, able to convey complex ideas in a clear, concise manner both verbally and in writing; comfortable in both business and technical discussions.
• Self-starter who enjoys working in a fast-paced, collaborative, and high-growth environment; a strong team player who is also an independent thinker.
• Willing to travel at least 50% across the Americas region.

JV20
For positions in this location, we offer a base pay of $162,180 - $241,200, 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.
Additional Information
Work Personas
We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here . To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.
Equal Opportunity Employer
ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.
Accommodations
We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance.
Export Control Regulations
For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.
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