Director, Partner Management, AMS

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 ServiceNows 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 ServiceNows Annual Contract Value (ACV) influenced through strategic partners by converting business plans into qualified pipeline and closed revenue.
• Be ServiceNows 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 $162180 - $241200 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 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 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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Remote Work :

Yes

Employment Type :

Full-time