Director, Resell Go-To-Market (GTM)

ServiceNow.com

143k - 237k USD/year

Office

Chicago, Illinois , United States

Full Time

Company Description

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.

Job Description

ServiceNow 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 Responsibilities

Trusted Strategic Partner to the Executive Team
Drive alignment, execution, and efficiency across the organization
Operational Excellence: Translates executive vision into actionable priorities, ensuring consistent progress on key initiatives and cross-functional alignment
Strategic Planning: Manages business rhythms, goal setting (OKRs/KPIs), and executive communications to maintain focus on strategic objectives
Executive Enablement: Anticipates needs, streamlines decision-making, and enhances leadership productivity through coordination, analysis, and stakeholder management
Develop and Execute Resell Strategy:
Create a comprehensive, scalable global reseller GTM strategy aligned with ServiceNow’s business goals
Identify growth opportunities within the reseller ecosystem and build initiatives to capitalize on those opportunities
Define the value proposition for resellers and ensure clear alignment with ServiceNow’s core value proposition and offerings
Partner Enablement and Success:
Drive programs and initiatives to onboard, enable, and empower resellers to successfully sell and support ServiceNow solutions
Establish KPIs to monitor reseller performance and continuously optimize partner engagement, sales productivity, and customer outcomes
Serve as the primary executive sponsor for key reseller partnerships, ensuring alignment, trust, and collaboration
Cross-Functional Collaboration:
Work closely with Sales, Product, Marketing, Partner Ecosystem, and Customer Success teams to drive joint GTM initiatives
Partner with the ServiceNow Alliance and Channel Sales teams to create joint GTM plans that maximize reach and customer impact
Collaborate with Finance and Operations to ensure reseller program scalability, profitability, and compliance
Market Insights and Thought Leadership:
Stay ahead of industry trends, competitor activities, and market dynamics to inform strategy and execution
Represent ServiceNow at key partner and industry events, reinforcing our leadership in the technology and SaaS space
Drive alignment, execution, and efficiency across the organization
Operational Excellence: Translates executive vision into actionable priorities, ensuring consistent progress on key initiatives and cross-functional alignment
Strategic Planning: Manages business rhythms, goal setting (OKRs/KPIs), and executive communications to maintain focus on strategic objectives
Executive Enablement: Anticipates needs, streamlines decision-making, and enhances leadership productivity through coordination, analysis, and stakeholder management
Create a comprehensive, scalable global reseller GTM strategy aligned with ServiceNow’s business goals
Identify growth opportunities within the reseller ecosystem and build initiatives to capitalize on those opportunities
Define the value proposition for resellers and ensure clear alignment with ServiceNow’s core value proposition and offerings
Drive programs and initiatives to onboard, enable, and empower resellers to successfully sell and support ServiceNow solutions
Establish KPIs to monitor reseller performance and continuously optimize partner engagement, sales productivity, and customer outcomes
Serve as the primary executive sponsor for key reseller partnerships, ensuring alignment, trust, and collaboration
Work closely with Sales, Product, Marketing, Partner Ecosystem, and Customer Success teams to drive joint GTM initiatives
Partner with the ServiceNow Alliance and Channel Sales teams to create joint GTM plans that maximize reach and customer impact
Collaborate with Finance and Operations to ensure reseller program scalability, profitability, and compliance
Stay ahead of industry trends, competitor activities, and market dynamics to inform strategy and execution
Represent ServiceNow at key partner and industry events, reinforcing our leadership in the technology and SaaS space

Qualifications

To 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 industry
10+ 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 industries
Proven track record of designing and implementing successful reseller GTM strategies that drive measurable revenue growth and partner success
Deep understanding of enterprise software and cloud/SaaS platforms, with experience in the ITSM, ITOM, or enterprise workflow automation space preferred
Exceptional leadership, communication, and relationship-building skills, with experience managing global, cross-functional teams and partners
Strong analytical and strategic thinking skills, with the ability to interpret market data and translate it into actionable plans
Experience working within or alongside a high-growth, innovative organization like ServiceNow is a strong plus
Up 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.

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 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 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.