Director, Resell Go-To-Market (GTM)

Company Description

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Job Description

Position Overview

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

• 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.

Qualifications

• 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.

Additional Information

ServiceNow is an Equal Employment 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.

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If you require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at [email protected] for assistance.

For positions requiring access to technical data subject to export control regulations, including Export Administration Regulations (EAR), ServiceNow may have to obtain export licensing approval from the U.S. Government for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by the U.S. Government.

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