Director, Resell Go-To-Market (GTM)

Job Description

Company DescriptionIt 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 DescriptionServiceNow is seeking a strategic and results-oriented Director, Resell Go-To-Market (GTM) to lead our global reseller strategy and execution. In this critical role, you will shape and drive the success of ServiceNow’s resell ecosystem, collaborating closely with cross-functional teams to expand our market presence, optimize reseller performance, and deliver exceptional value to our customers and partners.

As a senior leader, you will be responsible for designing and operationalizing innovative GTM strategies tailored to the unique needs of the ServiceNow platform and ecosystem. This role demands a combination of strategic thinking, deep reseller program expertise, and an ability to lead cross-functional teams in a fast-paced, high-growth environment.

Key ResponsibilitiesTrusted Strategic Partner to the Executive Team​​​​​​​Drive alignment, execution, and efficiency across the organizationOperational Excellence: Translates executive vision into actionable priorities, ensuring consistent progress on key initiatives and cross-functional alignmentStrategic Planning: Manages business rhythms, goal setting (OKRs/KPIs), and executive communications to maintain focus on strategic objectivesExecutive Enablement: Anticipates needs, streamlines decision-making, and enhances leadership productivity through coordination, analysis, and stakeholder managementDevelop and Execute Resell Strategy:Create a comprehensive, scalable global reseller GTM strategy aligned with ServiceNow’s business goalsIdentify growth opportunities within the reseller ecosystem and build initiatives to capitalize on those opportunitiesDefine the value proposition for resellers and ensure clear alignment with ServiceNow’s core value proposition and offeringsPartner Enablement and Success:Drive programs and initiatives to onboard, enable, and empower resellers to successfully sell and support ServiceNow solutionsEstablish KPIs to monitor reseller performance and continuously optimize partner engagement, sales productivity, and customer outcomesServe as the primary executive sponsor for key reseller partnerships, ensuring alignment, trust, and collaborationCross-Functional Collaboration:Work closely with Sales, Product, Marketing, Partner Ecosystem, and Customer Success teams to drive joint GTM initiativesPartner with the ServiceNow Alliance and Channel Sales teams to create joint GTM plans that maximize reach and customer impactCollaborate with Finance and Operations to ensure reseller program scalability, profitability, and complianceMarket Insights and Thought Leadership:Stay ahead of industry trends, competitor activities, and market dynamics to inform strategy and executionRepresent ServiceNow at key partner and industry events, reinforcing our leadership in the technology and SaaS spaceQualificationsTo be successful in this role you have:Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI’s potential impact on the function or industry10+ years of experience in Go-To-Market leadership roles, with specific expertise in reseller programs, partner ecosystems, or channel sales in the SaaS, technology, or enterprise software industriesProven track record of designing and implementing successful reseller GTM strategies that drive measurable revenue growth and partner successDeep understanding of enterprise software and cloud/SaaS platforms, with experience in the ITSM, ITOM, or enterprise workflow automation space preferredExceptional leadership, communication, and relationship-building skills, with experience managing global, cross-functional teams and partnersStrong analytical and strategic thinking skills, with the ability to interpret market data and translate it into actionable plansExperience working within or alongside a high-growth, innovative organization like ServiceNow is a strong plusUp to 20% expected travel For positions in this location, we offer a base pay of $143,460 – $236,760, 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.

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