Director, Global Partner Leader - Wipro

Job Description

Service Now | Global Partnerships & Channels (GPC)

Service Now is seeking a transformational Director, Global Partner Leader (GPL) to lead one of our most strategic global partnerships — Wipro. This is a rare opportunity to shape the future of enterprise transformation at scale, driving a multi‑dimensional partnership that accelerates Service Now's growth to $15B+ while redefining how Service Now and Wipro co‑create value for customers and the broader ecosystem.

About the Role

This is not a relationship management role — it is a transformation leadership role. The GPL will architect and lead a bold, AI‑powered, multi‑directional partnership model across Service Now and Wipro. You will operate at the intersection of executive influence, commercial leadership, and breakthrough innovation — driving outcomes that neither organization could achieve alone.

You will lead with AI in everything — from how you run the business to how you design joint go‑to‑market motions, co‑create solutions, and unlock new business models. The ideal candidate is a builder, an influencer, and a catalyst who thrives in complexity and moves large organizations to act.

• Revenue & Pipeline Leadership:
  Own and accelerate NNACV targets through sourced and influenced revenue motions — sell‑to, sell‑with, and sell‑through. Lead deal‑level collaboration between Service Now and Wipro on must‑win pursuits, driving new logos and pipeline expansion at scale.
• AI‑Led Partnership Transformation:
  Embed AI at the core of the partnership — from joint GTM strategy and solution design to operational cadence and decision‑making. Continuously identify opportunities to replace manual processes with AI‑driven, scalable motions. Champion an AI‑native operating model across both organizations.
• Multi‑Directional Ecosystem Strategy:
  Lead a 2‑way to 4‑way partnership model — driving integrated collaboration across Service Now, Wipro, hyperscalers, and ecosystem partners. Design and execute joint business plans that create compounding value across all parties, not just bilateral outcomes.
• Breakthrough Co‑Innovation:
  Drive co‑innovation and co‑creation at the frontier — identifying new industry‑specific use cases, joint IP, and transformative solutions that differentiate both Service Now and Wipro in the market. Move beyond enablement to genuine business model innovation.
• Executive Influence & Organizational Transformation:
  Navigate and influence complex, matrixed organizations at the most senior levels — within Wipro, Service Now, and across the ecosystem. Build deep executive trust, align competing priorities, and mobilize large organizations around shared goals and breakthrough ambitions.
• Joint Business Planning & Governance:
  Develop and execute multi‑year joint business plans encompassing co‑marketing, enablement, co‑delivery, and business transformation. Establish world‑class governance and executive sponsorship frameworks with committed targets, shared metrics, and rigorous business review cadences.
• Field & Cross‑Functional Alignment:
  Serve as the primary advocate for the partnership across Service Now's field sales, product, customer success, marketing, and C‑suite. Ensure consistent, high‑impact partner engagement across every function and geography.

What We're Looking For

• 15+ years of experience leading strategic partnerships with large Global System Integrators, Outsourcing firms, or Audit & Advisory firms in a SaaS or enterprise technology environment.
• Proven transformation leader — track record of driving breakthrough innovation and business model change within and across large, complex organizations.
• AI‑native operator — actively leverages AI, automation, and data to improve workflows, accelerate decisions, and design scalable solutions; continuously experiments with emerging technologies and builds AI into how they lead.
• Multi‑directional ecosystem thinker — experience designing and executing 2‑way to 4‑way partnership models involving hyperscalers, ISVs, and adjacent ecosystem players.
• Executive influencer — demonstrated ability to align and mobilize senior leaders across multiple organizations…