VP Strategic Partnerships

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The Vice President, Global Partner Strategy and Management is responsible for defining and executing CEG's global partner strategy, overseeing a $300M+ partner portfolio across managed services, subcontracting, and partner-enabled delivery models. This leader owns the end-to-end partner ecosystem, including partner strategy, vendor governance, commercial management, and partner-enabled service delivery. 

The role is accountable for the strategy, performance, and business outcomes of CEG's partner ecosystem, including delivery capacity, services economics, operational scalability, and partner-enabled growth. This includes leading strategic partner programs, managing executive partner relationships, and driving continuous improvement in partner performance, utilization, and business outcomes. The VP will also identify emerging opportunities to leverage partners in new service models, including AI-enabled and automation-driven delivery. 

Reporting to the CEG COO/GVP of Strategy & Operations, the VP serves as the executive relationship owner for CEG's most strategic partners, building and managing relationships with partner CEOs, CFOs, and COOs. This leader will oversee executive business reviews, sponsor key strategic initiatives, and lead resolution of critical escalations. Internally, the VP serves as a strategic advisor and thought partner to the CEG COO, SVP of CEG, and senior leadership team, helping shape CEG's operating model, delivery strategy, and partner ecosystem roadmap. 

Working closely with leaders across Sales, Finance, Legal, Product, and CEG Operations, this role ensures partner investments and commitments are commercially sound, operationally effective, and aligned with ServiceNow's broader business objectives. The VP will represent CEG's partner strategy across ServiceNow and help shape how partner-enabled delivery supports the company's evolving go-to-market and services strategy. 

Success in this role requires strong commercial acumen, operational rigor, strategic vision, and executive presence, along with the ability to influence senior stakeholders, navigate complex negotiations, and drive alignment across functions, partners, and geographies.

Partner Strategy & Governance:

• Define and execute CEG's partner ecosystem strategy in alignment with ServiceNow's broader partner strategy and CEG's long-term business objectives. 
• Establish partner segmentation, investment frameworks, governance models, KPIs, and executive review cadences. 
• Lead strategic planning and executive business reviews with key partners. 
• Identify emerging partner models, capabilities, and technologies that enhance delivery outcomes, scale, and economics. 
• Partner closely with Global Partners & Channels to align on strategy, capability development, incentive models, and shared opportunities across delivery and go-to-market motions. 

Vendor & Commercial Management:

• Own strategic vendor relationships, including contract negotiations, renewals, commercial terms, and performance management. 
• Establish and oversee SLAs, compliance standards, and performance frameworks across the partner portfolio. 
• Drive vendor optimization initiatives to maximize value, efficiency, and business outcomes. 
• Lead resolution of partner-related commercial and operational escalations in partnership with Finance, Legal, Procurement, and Operations. 
• Oversee partner management tooling, analytics, and reporting capabilities to support governance, performance management, capacity planning, and decision-making. 

Partner Execution & Operational Alignment:

• Ensure partner capacity, capabilities, and service commitments align with CEG delivery priorities and business objectives. 
• Partner with field operations and delivery leadership to drive partner onboarding, enablement, resource planning, and operational readiness. 
• Oversee partner utilization, capacity planning, financial commitments, and performance against business plans. 
• Drive initiatives that improve delivery quality, operational efficiency, compliance, and customer outcomes. 
• Serve as the executive escalation point for significant partner-related operational issues. 
• Lead, develop, and scale a high-performing partner strategy and management organization. 

Strategic Initiatives & Innovation:

• Lead strategic initiatives to optimize CEG's use of partners across service delivery, capability expansion, and operational scale. 
• Represent CEG partner strategy and performance in executive reviews, governance forums, and strategic planning discussions. 
• Evaluate and implement new partner-enabled service models, including AI-enabled and automation-driven delivery capabilities. 
• Sponsor transformational initiatives such as partner consolidation, operating model improvements, technology enablement, and integration activities. 
• Provide regular insights and recommendations to CEG leadership on partner performance, risk, opportunities, and market trends. 
• Partner with Global Partners & Channels to share learnings and best practices that inform ServiceNow's broader partner ecosystem strategy. 

Skills: 

• 12+ years of experience in partner management, vendor management, professional services, consulting, operations, or related strategic business roles, including 5+ years leading teams. 
• Demonstrated success managing large-scale partner ecosystems, strategic vendor relationships, or partner-enabled delivery models, including accountability for significant commercial investments and business outcomes. 
• Experience developing and executing partner strategies, governance frameworks, and performance management programs in complex, matrixed organizations. 
• Strong commercial acumen, including contract negotiation, financial analysis, business case development, and executive-level vendor management. 
• Proven ability to influence and align senior stakeholders across Operations, Finance, Legal, Sales, Product, and other cross-functional organizations. 
• Experience using data and analytics to drive strategic decision-making, operational performance, and continuous improvement. 
• Bachelor's degree in Business, Finance, Operations, or a related field. 

Preferred qualifications:

• MBA or equivalent advanced degree. 
• Experience within enterprise software, SaaS, professional services, or consulting organizations. 
• Experience developing partner ecosystem strategies and operating models in global, high-growth organizations. 
• Familiarity with managed services, outcome-based commercial models, and partner-enabled service delivery. 
• Experience leading organizational transformation, operating model redesign, or large-scale business change initiatives.

Competencies:

Executive Leadership & Presence 

• Establishes credibility with executive stakeholders and partner leadership. 
• Communicates with clarity, confidence, and strategic perspective. 
• Serves as a trusted advisor to senior leaders and represents the organization in executive forums. 

Strategic Thinking & Business Acumen 

• Develops long-term strategies aligned to business objectives and translates them into executable plans. 
• Applies strong commercial, financial, and operational judgment. 
• Navigates ambiguity and balances short-term execution with long-term value creation. 

Influence & Negotiation 

• Leads complex negotiations and drives alignment across stakeholders without direct authority. 
• Builds coalitions and influences decisions through relationships, data, and business insight. 
• Effectively navigates competing priorities and organizational complexity. 

Operational Excellence 

• Establishes accountability through governance, metrics, and performance management. 
• Uses data and analytics to drive decisions and continuous improvement. 
• Ensures disciplined execution against strategic objectives. 

Relationship Management & Change Leadership 

• Builds trusted relationships across partners, functions, and geographies. 
• Leads organizations through change, transformation, and evolving business priorities. 
• Demonstrates resilience, adaptability, and emotional intelligence in dynamic environments. 

Key working relationships: 

Internal: CEG COO/SVP, CEG Field Operations, Finance, Legal, Sales, Delivery Leadership, HR/Talent, Global Partners and Channel leadership. 

External: Partner executive leadership, partner account teams, sub-contractors, industry associations. 

JV19

For positions in this location, we offer a base pay of $263,900 - $448,600 , 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.

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, 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

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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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