Director Partner Business Development, ServiceNow
Partner Transformation
$143.5-236.8k
+ ESPP and variable/incentive compensation
Cloud-based digital workflows for enterprises
Be an early applicant
Cloud-based digital workflows for enterprises
1001+ employees
Be an early applicant
$143.5-236.8k
+ ESPP and variable/incentive compensation
1001+ employees
Company mission
To transform IT to revolutionise the enterprise.
Role
Who you are
- The ideal candidate will combine strategic business acumen, partner ecosystem knowledge, and execution excellence to expand ServiceNow technology and RTMs across the Americas region
- 12+ years of proven experience in leading partner business development teams , ISV/channel sales, or enterprise software business development in the Americas
- Proven success driving partner-led business development and joint pipeline creation
- Deep understanding of the CRM and AI market and how partners build and monetize CRM practices
- Experience working within complex, global partner ecosystems (System Integrators, ISVs, Cloud Service Providers)
- Strong ability to influence partners’ business strategies and architectural roadmaps
- Proven ability to collaborate across matrixed teams—partner sales, solution specialists, and marketing
- Excellent executive presence, communication, and relationship management skills
- Results-oriented mindset, with measurable success in pipeline acceleration and customer impact
- Fluency in English required; Spanish or Portuguese a strong plus
What the job involves
- As a Director of Partner Business Development – partner Transformation leader for the Americas, you will be responsible for leading and a team who will be driving business development initiatives that enable partners to embed ServiceNow’s AI, CRM, and emerging technologies into their go-to-market motions and customer solutions
- This Director level role focuses on penetrating partner organizations, ensuring that CRM, AI, and emerging technology transformation becomes a core part of their business and reference architectures
- You will identify and activate partners capable of delivering measurable impact—building increased partner capability and capacity to ensure joint pipeline via new design wins and partner offers support our growth in both CRM and AI across both our core sales team and CRM specialist sales organization
- Director Level Leadership: leading a team of senior business development managers to drive growth across key technologies, leading reference architecture design discussions, partner go-to-market via our routes-to-market strategies, and developing shared demand generation activities based upon those partner solutions and offers
- Partner Engagement & Penetration: This team will engage directly with key ServiceNow partners across the Americas to ensure their business strategies and solution architectures incorporate ServiceNow’s CRM & AI technologies
- Identify key CRM & AI transformation opportunities within partner practices and translate them into actionable go-to-market plays
- Business Development & Pipeline Creation: Develop and activate business development plans with partners to build joint CRM & AI pipeline focused on delivering measurable business outcomes
- Collaborate with ServiceNow core sellers and specialist sellers and field sales to drive early wins and fast execution through aligned account planning and opportunity pursuit
- Practice Activation: Guide partners through business case creation and operational planning for technology adoption
- Enable partners to position ServiceNow as a driver of customer transformation and revenue growth
- Joint Go-to-Market & Execution: Partner with marketing, sales, and operations teams to deliver joint campaigns, customer events, and enablement activities that drive ServiceNow awareness and opportunity generation
- Influence partners’ reference architectures to ensure CRM and AI are integrated as a foundational element in their solution portfolios
- Customer Design Wins: Collaborate with partners and ServiceNow sales and specialist teams to secure early customer design wins that demonstrate the value of ServiceNow transformation
- Capture customer success stories and use them to scale best practices across the ecosystem
- Insight & Feedback Loop: Bring partner and market insights back into ServiceNow to inform technology strategy, enablement, and partner acceleration programs
- Success Measures:
- Number of partners integrating ServiceNow into their business strategy and reference architectures
- Volume of joint pipeline created and executed across the Americas
- Customer design wins achieved in partnership with Partner Management, ales and specialist sales teams
- Speed and scale of partner activation for technology transformation
- Demonstrated growth of partner CRM and AI practices within their service portfolios
Our take
ServiceNow provides cloud-based solutions that define, structure, manage, and automate services for enterprise operations, transforming old, manual ways of working into modern digital workflows. The company was founded in 2004 with a vision to build a cloud-based platform that would enable regular people to route work effectively through the enterprise.
Much as Salesforce enables a company to manage its external clients by keeping a record of all contacts and interactions, ServiceNow promises an internal system to meet the needs of employees. It has succeeded in claiming half the market, setting itself apart from legacy IT service-management software players like BMC Software, Hewlett Packard Enterprise, Cherwell Software and CA Technologies.
The company's success comes from two product traits: simplicity and customisability. ServiceNow's IT tools don't require the IT department to set them up. Once running, they offer a single collection centre for requests, data points and checklists, all of which can in turn be analysed by algorithms to predict needs, flag concerns and measure efficiency.
The company has more than 7500 customers, including 80% of the Fortune 500 list of the United States' largest corporations. ServiceNow now looks to increase its revenue threefold in upcoming years and has entered into a 5-year partnership plan with Visa, beginning with the launch of a Visa-integrated dispute resolution solution for issuers. The company is prioritising organic growth over mergers and acquisitions, with a target revenue of $15 billion, something which its Visa partnership will no doubt aid in achieving.
Freddie
Company Specialist at Welcome to the Jungle
Insights
16% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Mar 2012
$11m
GROWTH EQUITY VC
Feb 2012
$17.9m
GROWTH EQUITY VC
Total funding: $83.8m
Company benefits
- Commuter benefits
- Annual learning stipends
- Work from home opportunities
- Generous family leave
- Matched donations
- Flexible PTO
- 401(k) matching
- Paid volunteer time
Company HQ
Santa Clara, CA
Leadership
Fred Luddy
(Founder & Chairman Of The Board)Previously Software Developer at Amdahl Corporation for 4 years and CTO at Peregrine Systems for 13 years.
Salary benchmarks
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