Director - GSI Partners North America

It 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.

Armis from ServiceNow, protects the entire attack surface and manages an organization’s cyber risk exposure in real time. Combined with ServiceNow’s Security and Risk capabilities, as well as Identity Security capabilities from Veza, we bring together all critical capabilities to secure every asset, every identity - incl. AI Agents - across all environments with the right level of context - security, operational and business - to build the first of its kind autonomous defense platform for the Agentic Enterprise.

Location: 100% Remote. 

We are seeking an experienced leader to serve as Director of GSI Partners for ServiceNow Cyber and Risk, responsible for owning and scaling our Global Systems Integrator partnership strategy across North America. In this strategic leadership role, you will manage a team of GSI Partner Managers, develop and execute the overall GSI partnership strategy, build deep, trust-based relationships with GSI practice leaders, drive joint pipeline generation, and execute Joint Go-to-Market (JGTM) motions that deliver measurable revenue impact. You will serve as the connective tissue between ServiceNow Cyber and Risk's product, sales, and marketing teams and our GSI partners' consulting, security, and delivery organizations, while leading your team to execute against ambitious partnership goals. 

Responsibilities: 

Recruit, develop, and lead a high-performing team of GSI Partner Managers, setting clear expectations for performance, accountability, and professional growth. 

Coach and mentor your team on partnership strategy, pipeline generation, and revenue acceleration while ensuring they have the tools, training, and support to succeed. 

Develop the overall strategy and target GSI Partners for ServiceNow Cyber and Risk across North America, aligned with company growth objectives. 

Serve as Executive Sponsor for GSI Partners, as well as primary escalation point for all partnership-related matters and strategic initiatives. 

Build joint business plans with each GSI partner and measure performance regularly to ensure mutual success and alignment on revenue targets and capability building. 

Participate in Partner QBRs and drive performance improvements, tweaking execution where required and reporting back to entire Partner Team and executive leadership. 

Collaborate with Sales and Service Leadership to ensure GSI Partners are working successfully and fully engaged in joint pipeline generation and customer delivery motions. 

Work with Executive Team to align partnership strategy with company priorities and report status through regular executive-level QBR cadence. 

Engage with Enablement and Partner SE teams to ensure proper tools, training, and support are in place and delivery and execution is working seamlessly with Partners. 

Help RPM's with engagement of Strategic GSI Partners and ensure alignment on account strategies and co-sell motions. 

Work with our Partner Marketing teams to build plans and ensure proper execution of joint events, campaigns, and track performance on any spend and activity. 

Work closely with ServiceNow counterparts and teams to ensure coordinated effort and focus on the right GSI Partners and strategic initiatives. 

Qualifications: 

Minimum of 10 years working at Cybersecurity vendors and with their GSI Partners. 

Minimum 4 years managing a team focused on GSI relationships, partner development, and go-to-market execution. 

Proven track record of building and leading high-performing, revenue-focused teams in a partnership or channel environment. 

Must have demonstrated relationships and knowledge of major GSI Partners including: Accenture, Deloitte, KPMG, IBM, Cognizant and other major GSIs. 

Strong technical understanding of the cybersecurity landscape, vendors, and how ServiceNow Cyber and Risk fits into enterprise security architectures.