Director, Canada Partnerships & Channels

Toronto - Canada

Monthly Salary: Not Disclosed

Posted on: 2 days ago

Vacancies: 1 Vacancy

Department:

Sales

Job Summary

ServiceNows partner ecosystem is one of our greatest competitive advantages and Canada is one of our highest-growth this role you will lead the partnerships and channels team for Canada driving scalable growth through our partner ecosystem while working collaboratively with Canada Sales leadership to deliver on shared revenue goals.

The ideal candidate is a proven channel and partner sales leader with deep experience driving revenue through partners across multiple direct and indirect routes to market. You bring a sellers mindset channel fluency and a natural ability to build trust and alignment between partner organizations and field sales teams. You are energized by growing ecosystems not just managing them and you operate with accountability transparency and a bias toward action.

This role reports to the GVP Americas Partnerships & Channels with a dotted-line to the GVP Canada Sales.

Responsibilities

Lead a team of partner managers accountable for partner-sourced revenue targets across the Canadian market spanning both co-sell and channel sales motions.

Develop and execute joint business plans with partners that align to Canadas go-to-market strategy including target and priority alignment pipeline development executive interlocks and pursuit coordination.

Work closely with Canada Sales leadership to ensure partner activities are fully aligned to territory priorities coverage models and revenue goals. Operate as a collaborative partner to the field; one team one shared agenda.

Drive operational rigor including forecast and pipeline reviews monthly business reviews QBRs and regular executive updates on performance against targets to Partnership & Channels leadership and Canada Sales leadership.

Organically grow the Canada partner ecosystem recruiting new partners activating existing partners and expanding coverage across regions industries and solution areas.

Navigate multiple routes to market including co-sell reseller MSP distribution and hyperscaler partnerships deploying the right model in the right segment and strengthening the regional capability across all the routes to market.

Manage key partner relationships including executive-level engagement governance and joint investment planning.

Ensure the field has clear visibility into partner program updates incentives and best practices that help them leverage the ecosystem effectively.

Promote ServiceNows value proposition and capabilities to enable partners to build profitable differentiated ServiceNow practices including emerging AI and data solutions.

Manage teams performance through reporting and dashboards that provide transparency into targets results and areas of focus.

Qualifications :

8 years in partner management channel sales business development or partner sales leadership within the enterprise software ecosystem.

Demonstrated experience leading high-performing growth-oriented partner teams with accountability for revenue targets.

Proven track record of organically growing partner ecosystems; recruiting new partners building coverage and scaling through channel.

Deep channel fluency across direct and indirect routes to market such as co-sell reseller distribution MSP and hyperscaler partnerships.

Collaborative by nature with proven ability to align with field sales leadership on shared priorities and operate as one team toward common goals.

Strong understanding of the Canadian enterprise technology market including regional dynamics and public sector channel requirements.

Excellent instincts and ability to interface at senior and C-levels with ease both internally and with partner organizations.

Holds self and others accountable to meet commitments. High say/do ratio with a bias toward transparency in communication.

Experience building scalable partner business plans scorecards and a programmatic rhythm of business.

Strong executive communication and presentation skills.

High business acumen with a sales and solution development mindset.

Capable of leading in a matrixed dual-reporting environment with autonomy and sound judgment.

Fast-paced high-growth company experience.

Bachelors Degree or equivalent; MBA a plus.

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.

Remote Work :

Yes

Employment Type :

Full-time

This role reports to the GVP Americas Partnerships & Channels with a dotted-line to the GVP Canada Sales.

Responsibilities

Lead a team of partner managers accountable for partner-sourced revenue targets across the Canadian market spanning both co-sell and channel sales motions.

Develop and execute joint business plans with partners that align to Canadas go-to-market strategy including target and priority alignment pipeline development executive interlocks and pursuit coordination.

Work closely with Canada Sales leadership to ensure partner activities are fully aligned to territory priorities coverage models and revenue goals. Operate as a collaborative partner to the field; one team one shared agenda.

Drive operational rigor including forecast and pipeline reviews monthly business reviews QBRs and regular executive updates on performance against targets to Partnership & Channels leadership and Canada Sales leadership.

Organically grow the Canada partner ecosystem recruiting new partners activating existing partners and expanding coverage across regions industries and solution areas.

Navigate multiple routes to market including co-sell reseller MSP distribution and hyperscaler partnerships deploying the right model in the right segment and strengthening the regional capability across all the routes to market.

Manage key partner relationships including executive-level engagement governance and joint investment planning.

Ensure the field has clear visibility into partner program updates incentives and best practices that help them leverage the ecosystem effectively.

Promote ServiceNows value proposition and capabilities to enable partners to build profitable differentiated ServiceNow practices including emerging AI and data solutions.

Manage teams performance through reporting and dashboards that provide transparency into targets results and areas of focus.

Qualifications :

8 years in partner management channel sales business development or partner sales leadership within the enterprise software ecosystem.

Demonstrated experience leading high-performing growth-oriented partner teams with accountability for revenue targets.

Proven track record of organically growing partner ecosystems; recruiting new partners building coverage and scaling through channel.

Deep channel fluency across direct and indirect routes to market such as co-sell reseller distribution MSP and hyperscaler partnerships.

Collaborative by nature with proven ability to align with field sales leadership on shared priorities and operate as one team toward common goals.

Strong understanding of the Canadian enterprise technology market including regional dynamics and public sector channel requirements.

Excellent instincts and ability to interface at senior and C-levels with ease both internally and with partner organizations.

Holds self and others accountable to meet commitments. High say/do ratio with a bias toward transparency in communication.

Experience building scalable partner business plans scorecards and a programmatic rhythm of business.

Strong executive communication and presentation skills.

High business acumen with a sales and solution development mindset.

Capable of leading in a matrixed dual-reporting environment with autonomy and sound judgment.

Fast-paced high-growth company experience.

Bachelors Degree or equivalent; MBA a plus.

Additional Information :

Work Personas

Equal Opportunity Employer

Accommodations

Export Control Regulations

Remote Work :

Yes

Employment Type :

Full-time

Key Skills

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ServiceNow

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