Director, Global Partner Leader - Wipro

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.

Requirements

• 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
• JV20
• Work Personas
• We approach our distributed world of work with fle

Additional Information

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.

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