Director Partner Business Development – Partner Transformation

It 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.

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.

The ideal candidate will combine strategic business acumen, partner ecosystem knowledge, and execution excellence to expand ServiceNow technology and RTMs across the Americas region.

Key Responsibilities

• 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.

• 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.

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.

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.

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 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, or are unable to use this online application and need an alternative method to apply, please contact [email protected] 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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