总监 - GSI合作伙伴北美（Armis/Veza）
Director - GSI Partners North America (Armis/Veza)
#### 公司简介
一切始于工程师Fred Luddy为他的同事Phyllis编写了一段代码，自动化了一个繁琐的任务。她喜极而泣。这一时刻激发了Fred创建一家公司，让每个人都能摆脱琐事，专注于有意义的工作。如今，ServiceNow是企业转型的AI控制中心。我们的ServiceNow AI平台整合任何AI、任何数据和任何工作流程，帮助85%的财富500强®企业更聪明、更快、更好地工作。我们正在打造一种AI原生文化，让技术和人才携手并进，不可阻挡。而我们才刚刚开始。
加入我们，让AI为人们服务。
Armis from ServiceNow 保护整个攻击面，并实时管理组织的网络风险暴露。结合ServiceNow的安全与风险管理能力，以及来自Veza的身份安全管理能力，我们将所有关键能力整合在一起，以适当的上下文（安全、运营和业务）来保护每个资产、每个身份——包括AI代理——在所有环境中构建首个同类的自主防御平台，用于智能企业。
#### 职位描述
地点：100% 远程。
我们正在寻找一位经验丰富的领导者，担任ServiceNow网络安全与风险部门的GSI合作伙伴总监，负责在北美地区制定并扩展我们的全球系统集成商合作战略。在这个战略领导职位上，您将管理一支GSI合作伙伴经理团队，制定并执行整体GSI合作战略，与GSI实践负责人建立深厚且基于信任的关系，推动联合销售线索生成，并执行联合市场进入（JGTM）策略，实现可衡量的收入影响。您将成为ServiceNow网络安全与风险部门的产品、销售和营销团队与我们的GSI合作伙伴的咨询、安全和交付组织之间的纽带，同时带领您的团队实现具有挑战性的合作目标。
职责：
- 招募、培养并领导一支高绩效的GSI合作伙伴经理团队，明确对绩效、责任和职业发展的期望。
- 指导和辅导团队在合作战略、销售线索生成和收入加速方面的技能，同时确保他们拥有成功所需的工具、培训和支持。
- 制定ServiceNow网络安全与风险在北美地区的整体合作战略，并确定目标GSI合作伙伴。
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#### Company Description
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.
#### Job Description
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
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.
- Excellent leadership and presentation skills with ability to engage and influence C-level stakeholders internally and externally.
- Understanding and experience working in a complex, high-growth, matrixed organization with the ability to navigate competing priorities.
- Sales acumen and full knowledge of sales cycles and how GSI Partners influence customer buying decisions across different selling stages.
For positions in this location, we offer a base pay of **$115,000-$215,000**, 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 and their assigned work location. [Learn more here](https://careers.servicenow.com/life-at-servicenow#workpersonas). To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.
**Equal Opportunity Employer**
ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, 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 [globaltalentss@servicenow.com](mailto:globaltalentss@servicenow.com) 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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