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ServiceNow | Global Partnerships & Channels (GPC)

ServiceNow is seeking a transformational Director, Global Partner Leader (GPL) to lead one of our most strategic global partnerships — Wipro. This is a rare opportunity to shape the future of enterprise transformation at scale, driving a multi-dimensional partnership that accelerates ServiceNow's growth to $15B+ while redefining how ServiceNow and Wipro co-create value for customers and the broader ecosystem.

About the Role

This is not a relationship management role — it is a transformation leadership role. The GPL will architect and lead a bold, AI-powered, multi-directional partnership model across ServiceNow and Wipro. You will operate at the intersection of executive influence, commercial leadership, and breakthrough innovation — driving outcomes that neither organization could achieve alone.

You will lead with AI in everything — from how you run the business to how you design joint go-to-market motions, co-create solutions, and unlock new business models. The ideal candidate is a builder, an influencer, and a catalyst who thrives in complexity and moves large organizations to act.

Primary Responsibilities

Revenue & Pipeline Leadership Own and accelerate NNACV targets through Sourced and Influenced revenue motions — sell-to, sell-with, and sell-through. Lead deal-level collaboration between ServiceNow and Wipro on must-win pursuits, driving new logos and pipeline expansion at scale.

AI-Led Partnership Transformation Embed AI at the core of the partnership — from joint GTM strategy and solution design to operational cadence and decision-making. Continuously identify opportunities to replace manual processes with AI-driven, scalable motions. Champion an AI-native operating model across both organizations.

Multi-Directional Ecosystem Strategy Lead a 2-way to 4-way partnership model — driving integrated collaboration across ServiceNow, Wipro, hyperscalers, and ecosystem partners. Design and execute joint business plans that create compounding value across all parties, not just bilateral outcomes.

Breakthrough Co-Innovation Drive co-innovation and co-creation at the frontier — identifying new industry-specific use cases, joint IP, and transformative solutions that differentiate both ServiceNow and Wipro in the market. Move beyond enablement to genuine business model innovation.

Executive Influence & Organizational Transformation Navigate and influence complex, matrixed organizations at the most senior levels — within Wipro, ServiceNow, and across the ecosystem. Build deep executive trust, align competing priorities, and mobilize large organizations around shared goals and breakthrough ambitions.

Joint Business Planning & Governance Develop and execute multi-year joint business plans encompassing co-marketing, enablement, co-delivery, and business transformation. Establish world-class governance and executive sponsorship frameworks with committed targets, shared metrics, and rigorous business review cadences

Field & Cross-Functional Alignment Serve as the primary advocate for the partnership across ServiceNow's field sales, product, customer success, marketing, and C-suite. Ensure consistent, high-impact partner engagement across every function and geography.

What We're Looking For

15+ years of experience leading strategic partnerships with large Global System Integrators, Outsourcing firms, or Audit & Advisory firms in a SaaS or enterprise technology environment
Proven transformation leader — track record of driving breakthrough innovation and business model change within and across large, complex organizations
AI-native operator — actively leverages AI, automation, and data to improve workflows, accelerate decisions, and design scalable solutions; continuously experiments with emerging technologies and builds AI into how they lead
Multi-directional ecosystem thinker — experience designing and executing 2-way to 4-way partnership models involving hyperscalers, ISVs, and adjacent ecosystem players
Executive influencer — demonstrated ability to align and mobilize senior leaders across multiple organizations simultaneously; navigates complexity with clarity and conviction
Commercial excellence — consistent quota attainment and over-achievement; strong financial acumen and ability to manage multi-million-dollar joint business plans
Strategic and analytical — strong planning skills with the ability to translate ambition into execution at scale
GSI/SI knowledge — deep understanding of how Wipro operates and creates value for customers at scale

Why This Role

ServiceNow is at an inflection point. AI is fundamentally changing how partners create value — and co-creation, not just co-selling, is the new frontier. This role sits at the center of that transformation. The GPL for Wipro will help define what world-class partnership looks like in an AI-native era — and leave a mark on both organizations.

JV20

For positions in this location, we offer a base pay of $145,920 - $217,080, 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, 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.

Director, Global Partner Leader - Wipro

Job description

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