Vice President, ServiceNow GTM – Partnership
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Job Description
Vice President overseeing ServiceNow GTM & Partnership for NewRocket, driving pipeline growth and managing strategic relationships across Americas.
Responsibilities:
- Pipeline Generation — carry a sourced-and-influenced pipeline number through the ServiceNow channel across the Americas, with weekly tracking and a specific focus on AI-led pipeline. Source net-new logos in NewRocket's ICP, register cleanly, and run them to first meeting alongside NewRocket Account Executives.
- AI Pipeline Focus — make AI pipeline generation the leading indicator of this role's success. Maintain a weekly view of AI-sourced and AI-influenced pipeline tied to NewRocket's AI offerings, and report it into the Chief Growth & Alliances Officer every week.
- Joint Go-to-Market — build and execute the joint GTM with ServiceNow AMS field leadership, translating it down to AE-level, PSM-level, and District-level account plays across US Commercial, US Enterprise (Manufacturing, Telco/Tech, BFS, Energy, Retail, Healthcare & Life Sciences), and Canada.
- Program Management — own NewRocket's standing inside ServiceNow's partner program. Maintain Elite Partner status, advance specializations and Product Line Achievements, and proactively work with delivery to close gaps in certifications and CSAT. Track every change ServiceNow makes to the partner program — tier requirements, incentive structures, designations, MDF mechanics, deal registration rules — and communicate those changes clearly and quickly to NewRocket leadership, Sales, Delivery, and the affected functions so the company can respond.
- Relationship Management — manage NewRocket's ServiceNow relationships across the Americas with clear, structured ratings of the commercial value each relationship delivers to NewRocket. Maintain a current view of every meaningful ServiceNow contact by geo and vertical, the cadence of engagement, the pipeline they have sourced or influenced, and a value rating that informs where the next investment of time goes.
- Solution Co-Development — partner with NewRocket's Industry Marketing, Field CTOs, and Offering teams to develop ServiceNow-anchored solutions, sales plays, and battlecards that are commercially packaged, priced, and sellable — not just demonstrable. Drive ServiceNow channel demand for Origin, FlightPath.AI, AIx, Maestro, the Intelligent Agent Crew, NewRocket Intelligence, and any new solutions and offerings NewRocket brings to market.
- Hyperscaler Partnerships — own NewRocket's commercial relationships with AWS as they relate to the ServiceNow ecosystem. Ensure NewRocket's ServiceNow-focused solutions are listed and transactable on the AWS Marketplace and drive co-sell motion with hyperscaler field teams against ServiceNow accounts.
- Good News Engine — actively communicate and market NewRocket's wins, customer outcomes, and AI successes back into ServiceNow. Make sure ServiceNow's field, AMS leadership, and product teams hear NewRocket's good news stories continuously — not just once a quarter.
- Monthly ServiceNow Newsletter — partner with Marketing to produce and distribute a monthly newsletter to ServiceNow's field and partner organization, highlighting NewRocket wins, customer stories, AI outcomes, and joint pipeline progress.
- ServiceNow Field Relationships — operate as the trusted point of contact for ServiceNow's AMS partner leadership and ensure coordination and relationships are managed between NewRocket field and ServiceNow field. Build credibility through responsiveness, deal execution, and a deep understanding of ServiceNow's products, roadmap, and field priorities.
- Forecasting and Operating Rhythm — establish the operating cadence, scorecard, and reporting that gives NewRocket leadership clear, weekly visibility into partner-sourced pipeline health, AI pipeline progression, bookings forecast, and program ROI.
Requirements:
- 8–15+ years in alliances, channel sales, or partner-led enterprise sales — with at least 3 years owning a major platform partnership inside the ServiceNow ecosystem, at a ServiceNow Elite or Global Elite SI partner, or at ServiceNow directly.
- A demonstrable, quota-carrying track record of sourcing and closing multi-million-dollar services pipeline through the ServiceNow channel — references and numbers expected.
- Fluency in the economics of partner-led GTM: Sell-With and Sell-Through mechanics, deal registration discipline, MDF, joint forecasting, and how SI/consulting partners actually win share inside the ServiceNow ecosystem.
- Deep working network across ServiceNow's Americas field organization. You can name AVPs, RVPs, District Managers, AEs, SCs, and PSMs in the geos and verticals that matter, and they take your call.
- Experience working with hyperscaler partner organizations preferred — including cloud marketplace listing, co-sell motion, and joint pursuit mechanics.
- Working knowledge of ServiceNow's AI roadmap — Now Assist, AI Agents, the platform's agentic direction — and the ability to hold a credible business conversation with VP+ buyers in regulated industries.
- Operationally rigorous. Clean cadence, accurate forecast, registration discipline, and data brought to every conversation.
- Willingness to travel across the Americas as the pipeline requires — regional ServiceNow offices, customer meetings, Knowledge, geo kickoffs.
Benefits:
- A direct line to the Chief Growth & Alliances Officer and visibility to the CEO on the partnership that drives the majority of NewRocket's revenue.
- End-to-end ownership of the most strategic relationship in the company, plus the hyperscaler and adjacent ecosystem partnerships that pull through it
- Competitive base, aggressive variable tied to what you produce, and full benefits.
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