Director, Canada Partnerships & Channels

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.