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ServiceNow seeks an experienced strategic partner development leader to define and scale the Sovereign Cloud partner ecosystem, initially across Europe, the Middle East and Africa, with a mandate to support global expansion.
You will operate at the intersection of partner development, cloud infrastructure, commercial strategy, product readiness and market creation. This role addresses a critical market opportunity: governments and regulated organisations increasingly require cloud solutions that meet demanding sovereignty, security, residency and operational requirements. Sovereign Cloud Partners enable ServiceNow to serve customers and markets unable to adopt established cloud models.
Based in Munich, you will lead early-stage partner model development in the EMEA region, generating insights and repeatable approaches for global scaling.
Key Responsibilities:
- Shape ServiceNow's Sovereign Cloud partner-development strategy with initial EMEA focus and global mandate
- Identify, assess and develop relationships with sovereign cloud providers and infrastructure organisations
- Explore market opportunities with partners, define joint value propositions and build credible adoption paths
- Develop repeatable partner, business, operating and go-to-market approaches adaptable across countries and regulatory environments
- Connect commercial opportunity with technical and product readiness; help partners and internal teams reach clear decisions on market entry requirements
- Convene senior stakeholders across product, engineering, cloud operations, sales, legal, finance and partnerships to solve complex cross-functional challenges
- Translate emerging customer, industry and regulatory needs into practical partner-development priorities and investment choices
- Represent the Sovereign Cloud partner opportunity internally and externally, building confidence and momentum
This is not a traditional partner manager role. You will develop providers, propositions and repeatable approaches rather than manage established relationships. You will turn an emerging, complex opportunity into scalable partner-led business models.
Requirements:
Experience in one or more of: partner development, ecosystem development, strategic technology partnerships, cloud platforms, infrastructure, hosting, managed services, technology operations, sovereign cloud, government cloud, data residency, security, compliance, public sector or regulated markets, strategic business development, product strategy, consulting, new business creation, enterprise software, SaaS, platform businesses, hyperscalers or infrastructure providers, or developing and scaling new partner-led business models across multiple countries, functions or organisations.
Demonstrated ability to: develop partner capability, ecosystems or joint propositions (not only manage established relationships); shape complex opportunities rather than execute established playbooks; translate technical and operational considerations into clear commercial choices, partner value and customer outcomes; exercise strong judgement in ambiguous situations and make progress with incomplete information; influence senior leaders and build alignment across teams without direct authority; communicate effectively, lead workshops and engage executives; maintain a global mindset with cultural awareness and willingness to travel regularly; apply practical curiosity about how AI and automation can improve analysis, decision-making and scalable partner development.
