Director, C&I GTM Strategy - ServiceNow

Google Chrome Microsoft Edge Apple Safari Mozilla Firefox Director, C&I GTM Strategy - ServiceNowFull-timeEmployee Type: RegularRegion: AMS - North America and CanadaWork Persona: RemoteCompany DescriptionIt all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.Join us to put AI to work for people. Job DescriptionAbout the RoleServiceNow's Global Consulting & Implementation (C&I) organization is at the center of one of the most consequential transformations in enterprise software — moving from transactional partner relationships to deep co-innovation and co-creation with the world's leading systems integrators, hyperscalers, and frontier AI companies.We are looking for a Director of C&I GTM Strategy to help architect and accelerate that transformation. This is a high-visibility, high-impact role that sits at the intersection of partner strategy, revenue growth, and business model evolution. You will be a key partner to the C&I GVP and leadership team, working across C&I partners — to build the GTM engine that drives new logo growth, co-innovation at scale, and partner-led pipeline.This role is for a builder — someone who can think strategically, operate with rigor, and influence across a matrixed organization without formal authority.What You Will DoCo-Innovation and Business Model EvolutionPartner with Global Partner Leaders and C&I leadership to design and operationalize co-innovation frameworks — moving from ideation to joint solution development to geo-scaleDevelop and evolve partner business models: revenue share, royalty structures, consumption-based metering for Built-On and embedded solutions, and field incentive designBuild the measurement framework for co-innovation — defining what success looks like and how we track itNew Logo and Breadth GTMDesign and execute a breadth channel model that activates partner sellers at scale — territory mapping, deal registration, early attach programs, and sourcing incentivesDevelop repeatable play packages that partner sellers can run independently across industry verticals and geosPartner with hyperscaler teams (AWS, Azure, GCP) to leverage co-sell motions and marketplace as a new logo enginePartner GTM StrategyBuild and maintain C&I GTM strategic plans — clear pathways to revenue targets across sourced pipeline, sell-through, and impacted metricsDrive strategy and execution excellence across the C&I portfolioDevelop competitive intelligence around GSI delivery models — and sharpen ServiceNow's differentiation accordinglyAgentic AI and Frontier AI PositioningWork with C&I partners to position ServiceNow's agentic AI capabilities as the co-innovation growth engineDevelop partner-specific narratives around AI platform, Autonomous IT, and Built-On that translate to pipeline and new logo motionTrack and respond to the evolving competitive landscape — including partner acquisitions and their implications for the ecosystemOperating Model and InsightPartner with Biz Ops to build insight-led analytics — moving from data delivery to strategic analysis that informs business model decisionsLead QPR and account review preparation — ensuring every partner review surfaces the why, the so what, and the actionDrive forecasting alignment across geos and global to improve linearity and close processQualificationsWhat You Bring15+ years in partner strategy, business development, GTM, or management consulting — ideally with direct...