Director, Partner Management, AMS

<p>ServiceNow is seeking a Director to lead our AMS Strategic Managed Partners program — a portfolio of high-priority regional Systems Integrators (SIs) and strategic consulting partners across the Americas. This leader owns the full FY26 Partner Operating Model for a defined set of managed partners: driving joint Business Plans, building partner practice maturity, and delivering measurable ACV influence and NNACV growth aligned to ServiceNow's Northstar priorities of AI, Data, Workflows, and Security.</p><p>This role combines strategic vision with hands-on execution — managing a team of Partner Managers while personally leading executive relationships, pipeline discipline, and cross-functional alignment across the partner lifecycle.</p><p>What You Get to Do in This Role</p><p><strong>Partner Management &amp; Business Planning</strong></p><ul><li>Lead and grow go-to-market partnerships with AMS strategic managed partners — regional SIs and strategic consulting firms — anchoring all activity to joint Business Plans aligned to FY26 Northstar priorities.</li><li>Manage a team of Partner Managers across the Americas, setting direction and building world-class execution capability.</li><li>Drive Executive Alignment between partner leadership and ServiceNow senior executives, establishing shared vision, co-investment commitments, and strategic priorities.</li><li>Own key partnership areas including strategy development, stakeholder engagement plans, joint solution offerings, tactical execution, and alignment of go-to-market functions.</li><li>Increase ServiceNow's Annual Contract Value (ACV) influenced through strategic partners by converting business plans into qualified pipeline and closed revenue.</li><li>Be ServiceNow's primary advocate for strategic partner differentiated offerings and value — championing partner capabilities internally and in the market.</li></ul><p><strong>Partner Lifecycle Execution</strong></p><ul><li>Own and orchestrate the full Partner Lifecycle — Executive Alignment, Demand Generation, Enablement, Sales Engagement, Transaction/DealReg, Implementation, and Adoption/Value Realization.</li><li>Build pipeline and drive qualified opportunities through co-sell motions, Prospective Tuesdays, and joint demand generation with managed partners.</li><li>Facilitate and coordinate go-to-market resources and internal supporting functions (including Legal, Finance, Marketing, Solution Consulting) to deliver desired outcomes.</li><li>Conduct day-to-day program management with relevant internal and partner stakeholders; play a 'quarterback' role to manage competing cross-functional priorities.</li><li>Ensure flawless deal execution and DealReg discipline — driving transaction velocity and partner accountability through the sales cycle.</li><li>Champion partner-led customer adoption and value realization post-implementation, closing the loop on the partner profitability journey.</li></ul><p><strong>Business AI &amp; Innovation</strong></p><ul><li>Leverage Business AI tools — including Claude AI as a Sales Coach and productivity accelerator — to upskill Partner Manager teams and drive more efficient, insight-led partner engagement.</li><li>Identify and develop partner go-to-market opportunities around AI-powered ServiceNow offerings, including NowAssist, EmployeeWorks, and emerging AI platform capabilities.</li><li>Champion the integration of AI into partner workflows, decision-making, and co-sell motions — creating scalable, repeatable engagement models.</li><li>Explore how AI can transform partner program operations, from pipeline tracking to executive reporting, and drive adoption of these capabilities across the team.</li></ul><p><strong>Practice Development &amp; Partner Profitability</strong></p><ul><li>Drive partner practice development across ServiceNow solution areas — tracking services utilization, resource capacity, certification levels, and delivery quality.</li><li>Monitor and improve adoption metrics across t ... (truncated, view full listing at source)