ServiceNow

Director - GSI Partners North America (Armis/Veza)

ServiceNow • $115K — $215K *
US-AnywhereRemote in Chicago, IL
Information Technology
8 - 10 years of experience
Today
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Job Overview by Ladders

Qualifications

  • 10+ years in cybersecurity vendor relations with GSI Partners.
  • At least 4 years of team management focused on GSI relationships.
  • Proven leadership in building revenue-oriented teams in partnerships.
  • Established relationships with major GSIs like Accenture and Deloitte.
  • Strong technical understanding of cybersecurity and ServiceNow's role.
  • Excellent leadership and influence skills for C-level engagement.
  • Experience in navigating high-growth, matrixed environments.
  • Comprehensive knowledge of GSI influence on sales cycles.

Responsibilities

  • Recruit and lead a high-performing team of GSI Partner Managers.
  • Coach team on partnership strategy and revenue growth.
  • Develop and execute GSI partnership strategies aligned with growth goals.
  • Act as Executive Sponsor and escalation point for partnerships.
  • Create joint business plans with GSI partners and track progress.
  • Drive performance improvements through Partner QBRs.
  • Collaborate with sales leadership to enable successful joint initiatives.
  • Align partnership strategy with company priorities and report at QBRs.
  • Coordinate with Enablement and Partner SE teams for effective support.
  • Assist in engaging Strategic GSI Partners and alignment on strategies.
  • Oversee execution of joint marketing plans with Partner Marketing teams.
  • Ensure coordinated efforts with ServiceNow teams on GSI partnerships.

Benefits

  • Health plans including flexible spending accounts.
  • 401(k) Plan with company match.
  • Employee Stock Purchase Plan (ESPP).
  • Matching donations to charities.
  • Flexible time away plan.
  • Family leave programs.
Full Job Description
Job Description

Location: 100% Remote.

We are seeking an experienced leader to serve as Director of GSI Partners for ServiceNow Cyber and Risk, responsible for owning and scaling our Global Systems Integrator partnership strategy across North America. In this strategic leadership role, you will manage a team of GSI Partner Managers, develop and execute the overall GSI partnership strategy, build deep, trust-based relationships with GSI practice leaders, drive joint pipeline generation, and execute Joint Go-to-Market (JGTM) motions that deliver measurable revenue impact. You will serve as the connective tissue between ServiceNow Cyber and Risk's product, sales, and marketing teams and our GSI partners' consulting, security, and delivery organizations, while leading your team to execute against ambitious partnership goals.

Responsibilities:
  • Recruit, develop, and lead a high-performing team of GSI Partner Managers, setting clear expectations for performance, accountability, and professional growth.
  • Coach and mentor your team on partnership strategy, pipeline generation, and revenue acceleration while ensuring they have the tools, training, and support to succeed.
  • Develop the overall strategy and target GSI Partners for ServiceNow Cyber and Risk across North America, aligned with company growth objectives.
  • Serve as Executive Sponsor for GSI Partners, as well as primary escalation point for all partnership-related matters and strategic initiatives.
  • Build joint business plans with each GSI partner and measure performance regularly to ensure mutual success and alignment on revenue targets and capability building.
  • Participate in Partner QBRs and drive performance improvements, tweaking execution where required and reporting back to entire Partner Team and executive leadership.
  • Collaborate with Sales and Service Leadership to ensure GSI Partners are working successfully and fully engaged in joint pipeline generation and customer delivery motions.
  • Work with Executive Team to align partnership strategy with company priorities and report status through regular executive-level QBR cadence.
  • Engage with Enablement and Partner SE teams to ensure proper tools, training, and support are in place and delivery and execution is working seamlessly with Partners.
  • Help RPM's with engagement of Strategic GSI Partners and ensure alignment on account strategies and co-sell motions.
  • Work with our Partner Marketing teams to build plans and ensure proper execution of joint events, campaigns, and track performance on any spend and activity.
  • Work closely with ServiceNow counterparts and teams to ensure coordinated effort and focus on the right GSI Partners and strategic initiatives.


Qualifications

Qualifications:
  • Minimum of 10 years working at Cybersecurity vendors and with their GSI Partners.
  • Minimum 4 years managing a team focused on GSI relationships, partner development, and go-to-market execution.
  • Proven track record of building and leading high-performing, revenue-focused teams in a partnership or channel environment.
  • Must have demonstrated relationships and knowledge of major GSI Partners including: Accenture, Deloitte, KPMG, IBM, Cognizant and other major GSIs.
  • Strong technical understanding of the cybersecurity landscape, vendors, and how ServiceNow Cyber and Risk fits into enterprise security architectures.
  • Excellent leadership and presentation skills with ability to engage and influence C-level stakeholders internally and externally.
  • Understanding and experience working in a complex, high-growth, matrixed organization with the ability to navigate competing priorities.
  • Sales acumen and full knowledge of sales cycles and how GSI Partners influence customer buying decisions across different selling stages.

For positions in this location, we offer a base pay of $115,000-$215,000, 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.

About ServiceNow

ServiceNow provides cloud-based solutions that define, structure, manage, and automate services for enterprise operations in North America, Europe, the Middle East, Africa, the Asia Pacific, and other countries. The company offers service management solutions, including incident, problem, change, request, and cost management as well as service catalogs; and IT, HR, facilities, and field service management solutions. It also provides IT operations management solutions covering service mapping, delivery, and assurance solutions; business management solutions such as financial management, project portfolio suite, vendor performance management, and performance analytics as well as governance, risk, and compliance; and application development services.

ServiceNow Careers

Join the dynamic team at ServiceNow, a global leader in digital workflow solutions, where innovation and leadership converge to shape the future of work. At ServiceNow, we offer more than just job opportunities; we provide a platform for professional growth and a chance to be part of a culture that values diversity, creativity, and continuous learning.

Work You’ll Do

Embark on a career journey with ServiceNow and contribute to the world’s leading enterprises' digital transformation. Our team is at the forefront of developing cutting-edge technologies that improve how people work. With ServiceNow, you will use your skills to impact businesses and industries profoundly, driving efficiency and innovation.

Join Our Market-Leading Team

ServiceNow is not just another technology company. We are a team that thrives on diversity and leadership, fostering an inclusive environment that promotes growth and development. Our commitment to diversity training ensures that every team member can achieve their potential.

Innovative Work

ServiceNow is home to more than 10,000 dedicated professionals who lead the charge in digital workflows and enterprise solutions. As part of our team, you will engage in projects that merge technology with practical applications, creating revolutionary products that advance how services are delivered and managed.

Career Development

At ServiceNow, your career trajectory is filled with boundless opportunities. We support your growth with robust training programs, leadership development courses, and access to global challenges. Whether you are looking for an internship, full-time position, or leadership role, ServiceNow equips you with the tools to excel.

Be Part of a Great Team

Working at ServiceNow means being part of a community that values teamwork and innovation. Our collaborative environment encourages networking and sharing ideas, making our workplace vibrant and dynamic. The benefits of joining ServiceNow extend beyond comprehensive health and wellness; they include fostering professional connections and friendships that last a lifetime.

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Learn more about ServiceNow
Size
16,881 employees
Market Cap
$76.5 billion
Industry
Information Technology
Net Income
$118.5 million
Founded
2004
5 Year Trend
+33.5%
Revenue
$4.5 billion
NASDAQ
NOW
* Ladders Estimates

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