Director, C&I GTM Strategy - ServiceNow
Servicenow•3h ago
United StatesHybridFull-timeDirector Level15+ yrs exp
H-1B verified · 143 LCAs
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Servicenow Developer
- It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data
- any workflow— helping 85% of the Fortune 500® work smarter, faster
- better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started. Join us to put AI to work for people.
- About the Role ServiceNow's Global Consulting & Implementation (C&I) organization is at the center of one of the most consequential transformations in enterprise software — moving from transactional partner relationships to deep co-innovation and co-creation with the world's leading systems integrators, hyperscalers
- frontier AI companies. We are looking for a Director of C&I GTM Strategy to help architect and accelerate that transformation. This is a high-visibility, high-impact role that sits at the intersection of partner strategy, revenue growth
- business model evolution. You will be a key partner to the C&I GVP and leadership team, working across C&I partners — to build the GTM engine that drives new logo growth, co-innovation at scale
- partner-led pipeline. This role is for a builder — someone who can think strategically, operate with rigor
- influence across a matrixed organization without formal authority. What You Will Do Co-Innovation and Business Model Evolution Partner with Global Partner Leaders and C&I leadership to design and operationalize co-innovation frameworks — moving from ideation to joint solution development to geo-scale Develop and evolve partner business models: revenue share, royalty structures, consumption-based metering for Built-On and embedded solutions
- field incentive design Build the measurement framework for co-innovation — defining what success looks like and how we track it New Logo and Breadth GTM Design and execute a breadth channel model that activates partner sellers at scale — territory mapping, deal registration, early attach programs
- sourcing incentives Develop repeatable play packages that partner sellers can run independently across industry verticals and geos Partner with hyperscaler teams (AWS, Azure, GCP) to leverage co-sell motions and marketplace as a new logo engine Partner GTM Strategy Build and maintain C&I GTM strategic plans — clear pathways to revenue targets across sourced pipeline, sell-through
- impacted metrics Drive strategy and execution excellence across the C&I portfolio Develop competitive intelligence around GSI delivery models — and sharpen ServiceNow's differentiation accordingly Agentic AI and Frontier AI Positioning Work with C&I partners to position ServiceNow's agentic AI capabilities as the co-innovation growth engine Develop partner-specific narratives around AI platform, Autonomous IT
- Built-On that translate to pipeline and new logo motion Track and respond to the evolving competitive landscape — including partner acquisitions and their implications for the ecosystem Operating Model and Insight Partner with Biz Ops to build insight-led analytics — moving from data delivery to strategic analysis that informs business model decisions Lead QPR and account review preparation — ensuring every partner review surfaces the why, the so what
- the action Drive forecasting alignment across geos and global to improve linearity and close process
- What You Bring 15+ years in partner strategy, business development, GTM
- management consulting — ideally with direct experience working with or inside GSIs or large SIs Exceptional emotional intelligence and executive maturity — this is a behind-the-scenes role that puts the business first. Success here is measured by the outcomes you enable in others, not personal visibility. You influence through trust, credibility
- relationships — never authority. You read the room, build bridges across competing priorities
- make the people around you more effective. High EQ is non-negotiable. Exceptional ability to influence without authority across a matrixed, global organization Proven ability to design and operationalize partner GTM models at scale — breadth activation, co-sell motions
- partner economic design Deep understanding of enterprise software go-to-market — sourced pipeline, sell-through, impacted revenue
- the levers that move each Experience working with AI platforms, agentic AI
- cloud/hyperscaler ecosystems — and translating that into partner strategy and field motion Strong analytical mindset — able to move from data to insight to action
- build the frameworks that make that repeatable Executive presence — comfortable in the room with GSI C-suite, ServiceNow GEO leaders
- internal SVP/EVP stakeholders
- Work Personas We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote
- 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
- 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
- are unable to use this online application and need an alternative method to apply, please contact globaltalentss@servicenow.com 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. From Fortune. ©2026 Fortune Media IP Limited. All rights reserved. Used under license.
Required skills
partner strategybusiness developmentGTMmanagement consultingAI platformscloudhyperscaler ecosystemsanalytical mindset