Director Resell GoToMarket GTM

Company Description

At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you.

With more than 7,700+ customers, we serve approximately 85% of the Fortune 500, and we're proud to be one of FORTUNE 100 Best Companies to Work For and World's Most Admired Companies.

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Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.

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.

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