Senior Alliances & Channels Ecosystem Director (EMEA North)

Join ServiceNow as the Senior Director of Alliances & Channels Ecosystem for EMEA North. In this strategic leadership role, you will shape the go-to-market strategy through partnerships across the Nordic countries, Benelux, and adjacent markets. You will lead a team of experienced channel and partner managers, drive partner success, and foster collaboration between partners and internal teams. This role requires deep ecosystem expertise, strong platform knowledge, and a passion for building mutually beneficial partnerships.

• Développer et exécuter des partenariats et une stratégie de canal complets alignés sur les objectifs régionaux de ServiceNow en EMEA Nord.
• Identifier, recruter et entretenir des partenaires stratégiques pour élargir la portée du marché et les offres de solutions.
• Fixer et suivre les indicateurs de performance clés pour le succès des partenaires, y compris les objectifs de revenus et la croissance du pipeline.
• Demonstrated ability to participate actively in account planning processes, ensuring partners are identified, mapped, and assigned to accounts and territories before opportunities are formally opened — not after
• Ability to work with direct and indirect reporting lines in highly matrixed environments
• Proven ability to translate platform vision into partner-relevant value propositions — connecting ServiceNow's AI and automation capabilities to partner practice areas, industry verticals, and customer business outcomes
• Strong command of AI solution sales, including the ability to position agentic AI, AI-powered workflows, and platform-native intelligence in a way that resonates with partners building practices and solutions on top of the Now Platform
• A roll-up-sleeves attitude to getting things done to attain the team purpose and growth objectives
• Experience establishing and governing joint rules of engagement between field sales and the partner ecosystem, minimizing channel conflict while maximizing co-sell effectiveness
• Deep understanding of enterprise software platform positioning, with the ability to articulate a broad product portfolio across workflows, AI, and platform capabilities to both partner and customer audiences
• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry
• Experience selling or positioning software and AI solutions in a hybrid go-to-market motion, combining direct and indirect routes with confidence and commercial discipline
• Proven hands-on experience operating across multiple GTM routes — including Resell, Service Provider, Consulting & Implementation, Hyperscaler (AWS, Microsoft Azure, Google Cloud), Build-on/ISV, and Distribution — as well as the ability to architect and execute combined or blended motions where two or more routes are deployed in parallel on a single opportunity or territory play
• Demonstrated understanding of how different partner archetypes create and capture value differently — and how to design commercial models, enablement programs, and joint GTM plays that reflect those differences
• Proven experience working in close, structured collaboration with field sales and solution sales teams, with a strong bias for early alignment over reactive partner engagement
• Skilled at defining and maintaining partner role clarity within opportunities, including sourced vs. influenced vs. delivery designations, ensuring transparency and alignment across sales, partner, and leadership stakeholders
• Demonstrable track record of achieving and exceeding targets while managing a strategic portfolio of partnerships
• Clear understanding of the distinct roles partners can play at different stages of the sales cycle — from pipeline origination and demand generation, through technical validation and solution shaping, to commercial negotiation and delivery — and the ability to coach both partner managers and field sellers on how to activate the right partner motion at the right moment
• Full mastery in strategic alternative routes to market and enterprise indirect selling
• At least 10 years' related working experience in field sales and dealing with Global System Integrators, Advisory Firms, Solution and/or implementation partners, ideally with exposure to EMEA North markets