Director - GSI Partners North America (Armis/Veza)

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:

• 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.

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, religion, sex, sexual orientation, national origin, age, disability, gender identity,  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

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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