Director, Partner Management, AMS

Company Description

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — Service Now stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work.

But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

Service Now 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 Service Now's Northstar priorities of AI, Data, Workflows, and Security.

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.

• 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.
• Manage a team of Partner Managers across the Americas, setting direction and building world‑class execution capability.
• Drive Executive Alignment between partner leadership and Service Now senior executives, establishing shared vision, co‑investment commitments, and strategic priorities.
• Own key partnership areas including strategy development, stakeholder engagement plans, joint solution offerings, tactical execution, and alignment of go‑to‑market functions.
• Increase Service Now's Annual Contract Value (ACV) influenced through strategic partners by converting business plans into qualified pipeline and closed revenue.
• Be Service Now's primary advocate for strategic partner differentiated offerings and value — championing partner capabilities internally and in the market.

• Own and orchestrate the full Partner Lifecycle — Executive Alignment, Demand Generation, Enablement, Sales Engagement, Transaction/Deal Reg, Implementation, and Adoption/Value Realization.
• Build pipeline and drive qualified opportunities through co‑sell motions, Prospective Tuesdays, and joint demand generation with managed partners.
• Facilitate and coordinate go‑to‑market resources and internal supporting functions (including Legal, Finance, Marketing, Solution Consulting) to deliver desired outcomes.
• Conduct day‑to‑day program management with relevant internal and partner stakeholders; play a 'quarterback' role to manage competing cross‑functional priorities.
• Ensure flawless deal execution and Deal Reg discipline — driving transaction velocity and partner accountability through the sales cycle.
• Champion partner‑led customer adoption and value realization post‑implementation, closing the loop on the partner profitability journey.

• 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.
• Identify and develop partner go‑to‑market opportunities around AI‑powered Service Now offerings, including Now Assist, Employee Works, and emerging AI platform capabilities.
• Champion the integration of AI into partner workflows, decision‑making, and co‑sell motions — creating scalable, repeatable engagement models.
• Explore how AI can transform partner program operations, from pipeline tracking to executive reporting, and drive adoption of these capabilities across the team.

• Drive partner practice development across…