Director, C&I GTM Strategy - ServiceNow

About the role

This is a high-visibility, high-impact role that sits at the intersection of partner strategy, revenue growth, and 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, and partner-led pipeline.

Responsibilities

• 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
• Build the measurement framework for co-innovation — defining what success looks like and how we track it
• Develop repeatable play packages that partner sellers can run independently across industry verticals and geos
• Work with hyperscaler teams (AWS, Azure, GCP) to leverage co-sell motions and marketplace as a new logo engine
• Build and maintain C&I GTM strategic plans — clear pathways to revenue targets across sourced pipeline, sell-through, and impacted metrics
• Drive strategy and execution excellence across the C&I portfolio
• Work 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, and the action
• Drive forecasting alignment across geos and global to improve linearity and close process

Qualifications

• 15+ years in partner strategy, business development, GTM, or 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, and relationships — never authority. You read the room, build bridges across competing priorities, and make the people around you more effective.
• Proven ability to design and operationalize partner GTM models at scale — breadth activation, co-sell motions, and partner economic design
• Deep understanding of enterprise software go-to-market — sourced pipeline, sell-through, impacted revenue, and the levers that move each
• Experience working with AI platforms, agentic AI, or cloud/hyperscaler ecosystems — and translating that into partner strategy and field motion
• Strong analytical mindset — able to move from data to insight to action, and build the frameworks that make that repeatable
• Executive presence — comfortable in the room with GSI C-suite, ServiceNow GEO leaders, and internal SVP/EVP stakeholders