Director, GTM Operations

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 - ServiceNow 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.
Job Description
Role
The Director, GTM Operations will lead strategy and business operations for the MSP Embedded GTM and Digital capabilities. This includes handling executive-level special projects and working collaboratively and cross-functionally with other global functions and business teams. The strategy, planning and business operations team interacts with virtually every aspect of the company, with some members embedded within other teams. This is a highly matrixed organization operating in a dynamic, high-growth global business environment.
What you will get to do:

• Be a business partner to MSP/Global Partners including MSP Embedded team, providing insights to help shape the strategy of the business, and strategic guidance in best practices of business operations influencing peers and cross functional teams
• Lead the forecasting process to support the global partners GTM business, implement forecasting methodologies and tools to improve accuracy and visibility
• Leverage data and analytics to optimize partner operations and MSP Embedded GTM initiatives
• Responsible for all aspects of GTM reporting, process optimization, quota and territory planning
• Collaborate with leadership to design and develop effective sales compensation plans aligned to MSP Embedded GTM business objectives
• Set up out Partner-led quoting capabilities, including integration across CPQ and CRM
• Develop prioritization process & manage planning cycles for MSP Embedded GTM
• Develop and implement comprehensive business strategies to effectively measure and analyze key Resell business operational metrics
• Proactively identify and implement operational processes and/or reporting that simplify, standardize and enable operational excellence
• Implement best practices and technology solutions to streamline operations and enhance overall business effectiveness
• Keeping a pulse on the business, you will regularly prepare and present business reviews to senior Resell GTM leadership, communicate initiative progress and dependencies, and provide recommendations to accelerate results earning the trust and support of your stakeholders
• Lead and manage the operational strategy & digital roadmap for partner/channel domain,
• Liaise with core process, systems, BI and IT teams to align priorities, resourcing and project management
• Structure and lead key strategic initiatives, establish and track KPIs, and develop best practices in support of MSP Embedded GTM strategy
• Partner with key stakeholders and field to develop rules of engagement and establish operating guidelines for working with partners and enable internal teams on those guidelines
• Create policies and processes to ensure partner business is exceeding legal and finance compliance

Qualifications
Our ideal candidate:

• 12+ years relevant work experience; prior experience in go-to-market, strategic, operational roles, digital capabilities for the channel, including project and budget management
• Demonstrated track record delivering business and organizational outcomes
• Superb leadership and influencing skills; ability to work collaboratively and cross-functionally
• Excellent people management skills and experience; ability to build strong, diverse, high performing teams
• Passion for and demonstrated success understanding and fulfilling internal or external customer needs; problem-solver, entrepreneurial mindset
• Executive presence, strong verbal and written communication
• Ability to manage change and ambiguity with an action-orientation/drive - must thrive in a dynamic global environment
• High energy, strong work ethic, disciplined execution skills, willingness to do whatever it takes to deliver results

Not sure if you meet every qualification? We still encourage you to apply! We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candidate!
For positions in this location, we offer a base pay of $173,100 - $302,900, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.
Additional Information
Work Personas
We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work. Learn more here .
Equal Opportunity Employer
ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.
Accommodations
We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance.
Export Control Regulations
For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.
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