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ServiceNow is seeking an experienced AVP of Alliances & Channels Ecosystem to lead the partner and channel organization across EMEA Central. This is a strategically critical leadership role responsible for shaping ServiceNow's go-to-market strategy through partners across Central European markets.
In this role, you will own end-to-end partner strategy for EMEA Central, from ecosystem design and partner recruitment through joint GTM execution, revenue performance, and long-term partner success. You will lead a team of experienced channel and partner managers while working closely with EMEA Central field sales, solution consulting, and marketing leadership to ensure partners are embedded early, activated purposefully, and measured rigorously.
Key responsibilities include:
**Channel Strategy & Execution**: Develop and execute comprehensive partnerships and channel strategy aligned with ServiceNow's EMEA Central regional goals. Identify, onboard, and nurture strategic partners to expand market reach and solution offerings.
**Partner Performance Management**: Set and track KPIs for partner success including revenue targets, pipeline growth, and customer satisfaction. Conduct regular business reviews and performance assessments with key partners.
**Ecosystem Development**: Build and maintain a robust ecosystem of resellers, GSIs, MSPs, VARs, and boutique consultancies. Foster collaboration between partners and internal teams to deliver joint value propositions.
**Stakeholder Engagement**: Act as primary liaison between ServiceNow and channel partners. Influence cross-functional teams including sales, marketing, and technical enablement to support partner success.
**Go-to-Market Innovation**: Co-develop go-to-market campaigns and joint offerings with partners tailored to EMEA Central market dynamics. Drive partner-led demand generation and customer acquisition initiatives.
**Enablement & Advocacy**: Lead partner enablement programs to ensure technical and sales readiness. Champion partner advocacy within ServiceNow and represent the channel voice in strategic planning.
**Team Leadership & Development**: Lead, coach, and inspire a team of channel managers and partner specialists. Set clear objectives, provide ongoing feedback, and support career development. Foster a collaborative, high-performance culture.
You will operate at executive level with both internal stakeholders and senior partner leaders, driving a culture of accountability, collaboration, and ambition across the EMEA Central partner community.
**Requirements:**
- Experience leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving (using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact)
- Deep understanding of enterprise software platform positioning with ability to articulate a broad product portfolio across workflows, AI, and platform capabilities
- Proven ability to translate platform vision into partner-relevant value propositions, connecting AI and automation capabilities to partner practice areas, industry verticals, and customer business outcomes
- Strong command of AI solution sales, including positioning agentic AI, AI-powered workflows, and platform-native intelligence to partners building practices on the Now Platform
- Experience selling or positioning software and AI solutions in hybrid go-to-market motions combining direct and indirect routes
- Full mastery in strategic alternative routes to market and enterprise indirect selling
- Proven hands-on experience operating across multiple GTM routes: Resell, Service Provider, Consulting & Implementation, Hyperscaler (AWS, Microsoft Azure, Google Cloud), Build-on/ISV, and Distribution
- Demonstrated understanding of how different partner archetypes create and capture value, and ability to design commercial models, enablement programs, and joint GTM plays accordingly
- Ability to work with direct and indirect reporting lines in highly matrixed environments
- Proven experience working in close, structured collaboration with field sales and solution sales teams
- Demonstrated ability to participate actively in account planning processes, ensuring partners are identified and mapped to accounts before opportunities are formally opened
- Clear understanding of distinct roles partners can play at different sales cycle stages and ability to coach both partner managers and field sellers
- Skilled at defining and maintaining partner role clarity within opportunities (sourced vs. influenced vs. delivery designations)
- Experience establishing and governing joint rules of engagement between field sales and partner ecosystem
- Responsibility for joint selling and leading effective collaboration of deal-level strategies between sales and partners
- Ability to work strategically to identify new industry-specific use cases and solutions with key partners
- Experience developing world-class business plans with QBR governance and executive sponsorship with targeted global partners
- Ability to align, localize, and execute joint GTM strategy and multi-year regional business plans with targeted partners
- Leadership and direction-setting capability as necessary
