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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 for global expansion. This role sits at the intersection of partner development, cloud infrastructure, commercial strategy, product readiness and market creation, addressing the growing demand from governments and regulated organizations for cloud solutions that meet sovereignty, security, residency and operational requirements.
You will develop sovereign cloud providers and propositions rather than manage established relationships, turning an emerging opportunity into scalable partner-led business models adaptable across countries and regulatory environments. Based in Munich, you will lead early partner model development in the EMEA region and shape repeatable approaches for global markets.
Key responsibilities include: shaping ServiceNow's Sovereign Cloud partner-development strategy with initial EMEA focus; identifying, assessing and developing relationships with sovereign cloud providers and infrastructure organizations; exploring market opportunities and defining joint value propositions with partners; developing repeatable partner, business, operating and go-to-market approaches; connecting commercial opportunity with technical and product readiness; bringing together senior stakeholders across product, engineering, cloud operations, sales, legal, finance and partnerships to solve complex challenges; translating emerging customer, industry and regulatory needs into partner-development priorities; and representing the Sovereign Cloud opportunity internally and externally to build momentum.
Required experience includes partner development, ecosystem development or strategic technology partnerships; cloud platforms, infrastructure, hosting or managed services; sovereign cloud, government cloud, data residency, security, compliance or regulated markets; strategic business development, product strategy or new business creation; enterprise software, SaaS, platform businesses or infrastructure providers; and developing scalable partner-led business models across multiple countries and functions.
You must demonstrate a record of developing partner capability and ecosystems rather than only managing established relationships; experience shaping complex opportunities beyond executing established playbooks; ability to translate technical and operational considerations into commercial choices and customer outcomes; strong judgment in ambiguous situations; experience influencing senior leaders and building alignment without direct authority; excellent communication and executive engagement skills; global mindset with cultural awareness and willingness to travel; and practical curiosity about AI and automation applications.
