Director, Canada Partnerships & Channels

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.

ServiceNow’s partner ecosystem is one of our greatest competitive advantages, and Canada is one of our highest-growth markets. In this role, you will lead the partnerships and channels team for Canada, driving scalable growth through our partner ecosystem while working collaboratively with Canada Sales leadership to deliver on shared revenue goals. 

The ideal candidate is a proven channel and partner sales leader with deep experience driving revenue through partners across multiple direct and indirect routes to market. You bring a seller’s mindset, channel fluency, and a natural ability to build trust and alignment between partner organizations and field sales teams. You are energized by growing ecosystems, not just managing them, and you operate with accountability, transparency, and a bias toward action. 

This role reports to the GVP, Americas Partnerships & Channels, with a dotted-line to the GVP, Canada Sales. 

Responsibilities 

• Lead a team of partner managers accountable for partner-sourced revenue targets across the Canadian market, spanning both co-sell and channel sales motions. 

• Develop and execute joint business plans with partners that align to Canada’s go-to-market strategy, including target and priority alignment, pipeline development, executive interlocks, and pursuit coordination. 

• Work closely with Canada Sales leadership to ensure partner activities are fully aligned to territory priorities, coverage models, and revenue goals. Operate as a collaborative partner to the field; one team, one shared agenda. 

• Drive operational rigor including forecast and pipeline reviews, monthly business reviews, QBRs, and regular executive updates on performance against targets to Partnership & Channels leadership and Canada Sales leadership. 

• Organically grow the Canada partner ecosystem, recruiting new partners, activating existing partners, and expanding coverage across regions, industries, and solution areas. 

• Navigate multiple routes to market including co-sell, reseller, MSP, distribution, and hyperscaler partnerships, deploying the right model in the right segment and strengthening the regional capability across all the routes to market. 

• Manage key partner relationships including executive-level engagement, governance, and joint investment planning. 

• Ensure the field has clear visibility into partner program updates, incentives, and best practices that help them leverage the ecosystem effectively. 

• Promote ServiceNow’s value proposition and capabilities to enable partners to build profitable, differentiated ServiceNow practices — including emerging AI and data solutions. 

• Manage teams' performance through reporting and dashboards that provide transparency into targets, results, and areas of focus. 

• 8+ years in partner management, channel sales, business development, or partner sales leadership within the enterprise software ecosystem. 

• Demonstrated experience leading high-performing, growth-oriented partner teams with accountability for revenue targets. 

• Proven track record of organically growing partner ecosystems; recruiting new partners, building coverage, and scaling through channel. 

• Deep channel fluency across direct and indirect routes to market such as co-sell, reseller, distribution, MSP, and hyperscaler partnerships. 

• Collaborative by nature with proven ability to align with field sales leadership on shared priorities and operate as one team toward common goals. 

• Strong understanding of the Canadian enterprise technology market, including regional dynamics and public sector channel requirements. 

• Excellent instincts and ability to interface at senior and C-levels with ease, both internally and with partner organizations. 

• Holds self and others accountable to meet commitments. High say/do ratio with a bias toward transparency in communication. 

• Experience building scalable partner business plans, scorecards, and a programmatic rhythm of business. 

• Strong executive communication and presentation skills. 

• High business acumen with a sales and solution development mindset. 

• Capable of leading in a matrixed, dual-reporting environment with autonomy and sound judgment. 

• Fast-paced, high-growth company experience. 

• Bachelor’s Degree or equivalent; MBA a plus. 

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. 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, 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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